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Friday, June 25, 2010
Handling objections well

You can close the sale if you handle objections well.

Once you have handled the objection effectively, you want to keep the process moving forward and close the sale.

What does it mean to close the sale?

It means being assumptive.

It means engaging the prospect.

It means using positive statements.

Be assumptive
Once you believe you have adequately addressed your prospect’s concerns, you should proceed toward closing the sale.

Engage the prospect
To ensure that the conversation moves toward the desired end, a sale, get the prospect engaged by asking positive questions that lead to the conclusion of the sales process.

Use positive statements
As you move toward closing the sale, use positive and assumptive statements. For example, say, “One of the benefits you will also have by owning our services is . . .”

Remember what Disraeli and Goethe said about success:

The secret to success is consistency of purpose.
Benjamin Disraeli

Everything is hard before it is easy.

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


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With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

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