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oa SA Pharmaceutical Journal - The science of selling (part II) : handling sales objections : management

 

Abstract

After you have just spent 10 minutes of your valuable time counselling a person about what will be the most appropriate vitamin and mineral supplement for him, the person tells you that he will think about it. He then tells you that they are selling the same supplement cheaper at the pharmacy close to his work. He stands in front of you, his arms now folded and he is looking at his watch as if you have just wasted 10 minutes of his time. His posture is more rigid and he does not make frequent eye contact. He tells you that his wife is waiting in the car and he says good bye to you.


You think: ''I am furious! How can a person waste my time like this with total disrespect for my professional knowledge and skills?''
He thinks: ''What a poor business person! He or she gave me all the advice that I needed, but did not even attempt to convince me to buy the product.''

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/content/mp_sapj/76/3/EJC82134
2009-04-01
2016-12-08
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