The Presentation. Objectives. To make the prospect aware of a problem or a need To prove your proposition would solve that problem or meet that need To prove that you and your company are worthy suppliers
If you don’t CLEARLY understand and cannot clearly ARTICULATE the difference, you may be LOSING sales to those who can
Objections are an integral part of the process. It indicates an interest in the presentation. At least they are listening. The dangerous prospect is the one who does not speak at all.
If you can identify the proper objection, then you can take steps to overcome it, or move on to the next prospect, instead of wasting time
Therefore, anticipate and forestall objections