När du håller på och säljer, direkt eller via telefon, så möter du alltid antingen ett direkt nej eller något motargument. Tricket de erfarna säljarna använder sig av är att inte ge upp. Men hur bemöter man då ett motargument?

Warren Greshes har en alldeles utmärkt artikel om hur man beter sig i sådana situationer, Overcoming Objections: The Perfect Turnaround. Han säger:

I have found from my thirty plus years of sales experience that one of the best things you can say in that situation is: ”You know, Mr./Ms. _______________, many of my clients said the same thing…” and then go to your turnaround. For example ………

Warren avslutar exemplen med att peka på följande:

Did you notice how I ended every turnaround: ”Can we get together next Tuesday at 3?” Never forget the purpose of the call. It’s not to discuss their objection; it’s to get the appointment.

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One Response to “Hur man kommer förbi ett nej eller ett motargument”

  1. Your creative potential seems limitless. A ton of information to consider. About how much time have you been a guru in this field? It is really great how well your insights work when used in the correct way. I even found myself shocked and dismayed by how people acted. That is the work of a creative brain.

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