Posts Tagged ‘Accomplishment’

Regardless of what we sell, we will often find that when we ask for the order we meet with some resistance.  Sales Pros know this comes with the job and never take it personally.  Following is a basic, but very effective, formula for responding to an objection from a prospect. The objection handling formula is: Cushion, Technique, and Close.  Here is how it works.  It is important to remember that the prospect knows we do not want to hear the objection.  The prospect knows we want to hear agreement.  Therefore, when a prospect gives us an objection, they are expecting us ...