The difficulty for inexperienced salespeople is that buyers who do not raise objections are either ready to buy or just not interested.

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This is because buyers who are not interested or not ready to buy usually do not engage with the salesperson at all, rather than giving no objections. So if a buyer is engaging with a salesperson and not raising objections, there may be a good chance that they are a serious prospect.

The Difficulty for Inexperienced Salespeople Is That Buyers Who Do