| Overview: Objection Handling | ||
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Definition | The process of addressing concerns to close a sale or negotiation. | |
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What is Objection Handling? John Spacey, updated on
Objection handling is the process of addressing concerns to close a sale or negotiation. In many cases, a customer who is close to a purchase will express concerns related to price, functions, quality or terms. These may be genuine worries or may be a bogey designed to strengthen their negotiating position.
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