It is so common when a salesperson receives an objection to start explaining all the reasons why the prospect or customer should do business with them. We have been taught by the so called “professional’s” to respond that way. Well guess what. It doesn’t work. If you are patient and listen extremely close, the opportunity will present itself and instead of explaining begin to ask questions. With every opportunity there is an appropriate time to explain. Ask first, then tell.
How would you have handled this call differently?
