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Prospecting

Prospecting has become much harder today for many reasons, including:
- prospects are being deluged with calls
- technology can prevent people from answering or can block calls
- prospects are just too busy
- poor sales skills

So, what does a salesperson do:

- prospect more often and intelligently
- use technology like the web and e-mail marketing
- work with contacts more often

Objection Handling

The best way to handle objections is to avoid or eliminate them in the first place. You do this by:

- selling in situations where you are suited vs trying to sell anyplace, anywhere, anytime
- creating good rapport with the person you are selling
- understanding what they care about so you can be persuasive in your presentations
- anticipating objections and doing or saying something before they arise