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Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth. Internal teams don’t think in terms of “objectionhandling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.
You can help by enabling sales reps with objectionhandling training. It’s not uncommon for businesses to start with one structure and move to another as their company evolves, so take the time to evaluate the three most common sales models—the assemblyline, the island, and the pod—and determine which one is right for your business.
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