Last Updated Sep 28, 2009 4:59 PM EDT
You know that's not true and therefore conclude that the prospect has been getting bad information.
What's your best response?
- Response #1: Question the Source. The prospect is obviously getting bad information from somewhere. If you can weaken the prospect's faith in that source, the objection will disappear.
- Response #2: Shelve the Objection. The objection is blocking your sales effort, so best to put it aside and instead probe to discover what's important to the prospect.
- Response #3: Dazzle with Facts. You know the information is false, so all you need do is state the truth, along with all the reputable sources behind that truth.
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