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Ignore the instinct to get confrontational at the word "no." Prospects are real people and should be treated as such, Bishop reminded. "You should be curious, not confrontational," she said. "To overcome objections, you must persuade the buyer to change their mind. Change will only happen if the sales professional understands why the buyer decided to decline."
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Allison Ebner
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Allison Ebner is content editor for Promo Marketing, NonProfit PRO and Print+Promo. Reference any animated movie, "Harry Potter" character or '80s band and you'll become fast friends.
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