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Don't Handle Objections Like Snakes

By Charles H. Green, Contributing Editor

I googled "sales objections" and got 43,000 hits. An Amazon.com search yielded 80 references. Objections are a popular topic--it's what we fear most when we think of "selling."

This article's title indicates how "objection-handling" is viewed. Of the verbs that go with "objection," 90% are either "handling" or "overcoming." ("Eliminating" and "crushing" get occasional mentions.) And why not? How dare those clients "object" to our wonderful propositions!

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