When dealing with the buyer's objections, successful salespeople do NOT:
A)develop and maintain a positive attitude about objections.
B)relax and listen, never interrupt the buyer.
C)postpone known concerns before they arise.
D)make sure the objection is not just an excuse.
E)anticipate objections in preparing helpful responses.

Question

Quizplus · Accepted Answer

Postponing known concerns before they arise can often cause the buyer to lose trust in the salesperson and also miss the opportunity to address the concern early on in the sales process. Successful salespeople should instead anticipate objections and prepare helpful responses, maintain a positive attitude about objections, relax and listen to the buyer's concerns without interrupting, and make sure the objection is not just an excuse.

When Dealing with the Buyer's Objections, Successful Salespeople Do NOT