KEY INSIGHTS

• The roots of objections.
• The 5 most common "objection handles" used by reps… That typically DON'T work.
• The 3 types of objections.
• The 2 questions to ask, to classify objections.
• The 4 steps to counter a: Shallow Objection
• The 4 steps to counter a: Real-Invalid Objection
• The ONLY step for a: Real-Valid Objection