If you've been in sales more than a couple of weeks, you've likely been given a handout with a list of "most common objections" and answers to all of them. So learning how to overcome those objections is a big stinkin' deal. Of course, 68 percent of all statistics are made up on the spot…
We all dread that one objection we've never heard before, or the one we haven't quite found the answer for—the one that makes you slump in your seat, gather your things and shuffle to the car muttering something about being too old for this.
My playground for more than two decades has been the voluntary worksite business. The concept is simple enough. The employer pays nothing. What employer could ever object? And yet…
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