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When an Objection is Not Really an Objection!
 
When an Objection is Not Really an Objection!
 
I have talked about it before, but repetition is the mother of greatness. Smokescreen objections are the most common type of objection you will get today and they are NOT EVEN REAL!
 
That’s right, they are not real objections and so you do not overcome them.  The proper strategy is to ignore the objection or affirm it and continue with the Pre-qualification.  The classic smokescreen that we can all relate to is when you walk into a store to buy something and the sales person says, “Can I help you?” and you say “Just looking”.  It is not real-you ARE looking for something.  In actuality, you lied.  But you say just looking anyway because you don’t want to be sold - but this is just a subtle form of procrastination.  The truth is, that sales person probably knows the whole store and can help you find what you need quicker and get you out the door faster - and don’t we all want more time. 
 
Yet, we say it anyway - it is not a real objection.  If the sales person would have ignored my objection and continued on, they would have gotten the ... more

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