 |  ABC's of Relationship Selling, 7/e Charles M. Futrell,
Texas A&M University
Welcome Your Prospect's Objections
Chapter ObjectivesWhen you learn how to skillfully handle your prospect's questions, resistance, and objections, you are a professional. After studying this chapter, you should be able to:
Explain why you should welcome a prospect's objections. |
| | | Describe what to do when objections arise. |
| | | Discuss seven basic points to consider in meeting a prospect's objections. |
| | | Explain six major categories of prospect objections and give an example of how to handle each of them. |
| | | Present, illustrate, and use in your presentation several techniques for meeting prospect obligations. |
| | | Describe what to do after meeting an objection. |
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2002 McGraw-Hill Higher Education