5. Handling Objections
Logistical vs Fear-based Objections
Logistical objection - something that is logical and that we cannot solve on the sales call and if we don’t solve it, the prospect will not move forward.
Fear objection
Any objection that is based out of the fear of moving forward.
Once you handle each fear objection, you start to get a phenomenon called OBJECTION HOPPING.
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