"Preempting Objections" by Colleen Francis

"The first thing to remember is objections are a natural part of the sales cycle. If you can think about yourself as a consumer for a minute, the last time you made a major purchase - whether it was a house or a car or a really expensive suit - you probably got a bit of 'buyer's remorse' even before you spent the money. We want to make sure before we commit that we're doing the right thing."

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