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Objections: Questions in Disguise
By Jim Kasper, President & CEO, Interactive Resource Group

In the sales world, the word "objection" has been given a bad rap. Just mentioning the word sends some sales veterans into a state of frozen anxiety

In the sales world, the word "objection" has been given a bad rap. Just mentioning the word sends some sales veterans into a state of frozen anxiety like you see in the eyes of a kid on the first day of school.

It's partly the fault of popular TV courtroom dramas which feature a lawyer standing up and shouting during testimony "I object!" What happens after that? Well, everything stops until the objection is addressed.

So, it's natural for sales professionals to be aggravated when their sales cycle is stopped by a customer's objection. But getting that objection doesn't mean that your sale is dead

Jim Kasper is the Founder and President of Interactive Resource Group. Mr. Kasper has over 26 years of practical experience in direct sales, sales management, sales training, and marketing. Contact him at www.salestrainers.com or call 800-891-7355

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