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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Welcome Your Prospect's Objections

Chapter Overview

Welcome Objections!

What Are Objections?

When Do Prospects Object?

Objections and the Sales Process

Basic Points to Consider in Meeting Objections

Six Major Categories of Objections

Techniques for Meeting Objections

Technology Can Effectively Help Respond to Objections!

After Meeting the Objection-What to Do?





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