To find the hidden objection, the real reason, remember what J. Pierpont Morgan said: “A man generally has two reasons for doing a thing—one that sounds good, and a real one.” It is probably two to one that something else is in the picture. Ask those two little questions: “Why?” and “In addition to that.. ?” Try using them for one week. You will be surprised with your results in overcoming objections. Remember the forgotten art that is magic in selling. Be a good listener. Show the other person you are sincerely interested in what he is saying; give him all the eager attention and appreciation
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