Selling With the Right Attitude
It pays to handle customer objections with finesse.
You're not going to prove them wrong for refusing to buyyour product; you're going to create a way they can buyit. You're not going to demonstrate their ignorance; you'regoing to educate them. You're not going to overcome customerobjections; you're going to answer their questions. Above all,you're not going to win the argument; you're going to winthe sale. It's a different attitude.
This creative selling attitude is designed to build solid,long-term customer relationships, not make an individual sale.You'll be surprised how many individual sales occur when youadopt this attitude.
Excerpted from Creative Selling: Boost your B2B sales