Sales

The Art of Responding to Objections

“My favorite word in the English vocabulary is ‘No,’ ” my wildly successful, jewelry salesman father once told me when talking about his customers. Curiously I said, “Why no? I would think that would be your least favorite word.” Confidently, he responded in his deep, Brooklyn accent, “It’s simple, Lissa. It’s my challenge to uncover

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The Art of Responding to Objections

Which means to you…

How many times have you called a hotel looking for a room, and heard the guest agent on the other end either give you a price for the room and nothing more, or quickly add the features in a perfunctory, flat tone, “We have a pool, microwave in the room, free internet, free continental breakfast,

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