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Buyer resistance - PowerPoint PPT Presentation

Addressing Concerns and Earning Commitment

8. Addressing Concerns and Earning Commitment. Learning Objectives. Explain why it is important to anticipate and overcome buyer concerns and resistance. Understand why prospects raise objections. Describe the five major types of sales resistance. . L. L. L. 1. 2. 3.

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Buyer resistance - PowerPoint PPT Presentation

Addressing Concerns and Earning Commitment