Chapter 10 Objections
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Hidden, stalling, no-need, money, product
are the 5 major categories of objections
i'll think it over
the stall objection
sounds good but i am not interested
i cannot afford it
utility or fulfillment
the product objection
there is also a hidden objection, is it separate from the other 5?
prospects who ask trivial, unimportant questions or conceal their feelings beneath a veil of silence have hidden objections.
What would it take to convince you..
What causes you to say that?
Tell me, what's really on your mind
Let's consider this..
If money was no object..
ways to smoke out that hidden objective
What would you like to do?
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