EditorialsBy Matt Bud, Chairman, The FENG

Handling customer objections

From our daily member newsletter on January 8, 2019

The sale of big ticket items through personal selling is never easy. When you buy a tube of toothpaste, a pack of chewing gum, or a box of #2 pencils, hopefully you don’t spend a lot of time either thinking about it, or fussing over the details. But, when it comes to buying something like a car, a boat or a house, the devil is in the details. Each of us at this point in our careers is a big ticket item. For any application of our talents, we are just as likely to have too many “buy points” as not enough. Lots of “objections” are raised during an interview process these days. Some of them are serious objections, other [ Read more… ]