Anh is making a sales presentation to a retailer that may be willing to carry her line of soaps. During the presentation, she will handle any objections as they are made. This is because when she anticipated and countered potential objections in prior presentations, she found that she

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By anticipating objections and raising them before the potential client has even brought them up, Anh may come across as argumentative or insincere. Additionally, she may be addressing objections that the prospect wouldn't have had in the first place. By waiting for objections to arise naturally and then handling them, Anh is showing that she is truly listening to the prospect's concerns and is able to address them directly.

Anh Is Making a Sales Presentation to a Retailer That