how to get rich and how to make money from sales_56

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1. _{Validate that the objection has been satisfied. Don't assume that you have satisfied the customer's concern. There is nothing worse than plowing through the sale, leaving behind unresolved, unanswered objections. If you don't resolve them, your competitor will.}

   _{To validate acceptance of your response, simply ask the customer, "Have I satisfied your concern?" By answering yes, the customer grants you permission to carry on with the sale. A no answer may indicate that further clarification is necessary.}

2. _{Uncover objections up front. Sales entrepreneurs know that certain features of their product or service may be vulnerable to the competition. Although not all objections can be preempted, the more common ones can be addressed during the conversation. Bring it up before the customer does. A sales entrepreneur may approach the price issue by saying: "Other customers have expressed concern that our product is expensive. Well, let me show you the true value in relation to the cost." You now go on to bridge the appropriate features to benefits. Customers have no need to raise objections already stated and answered by the salesperson. This strategy will help thwart possible false or shallow objections that may stall the sale. Try to eliminate tough objections early in the conversation for an objection-free close at the end. A fun example of this strategy: Next time you're feeling frisky, take two aspirin and a glass of water up to bed. Ask your spouse to take the two pills. Of course she will ask what they are. When you tell her they are aspirin she'll probably say, "But I don't have a headache." Great!}