Prehandling Objections

  • Philip R. Lund


Objections come at any time in the sale when the customer interrupts the presentation to ask a question. Something is troubling him. Either he wants more information; or he is not fully satisfied with the answers the salesman is giving him; or he is worried about continuing the conversation in case it leads to a decision.


Decision Criterion Final Objection Potential Objection Competitive Alternative Objection Objection 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Philip R. Lund 1987

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  • Philip R. Lund

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