Less is more when handling objections

Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing with objections not only what you say but also when you say it is key to success. In fact, it's a core sales skill. However, sales people too often want to address the objection as soon as it arises, get it off the table, and move on. An admirable thought … or is it? After all,...