>> Find your typical customer's main objection. Nuke it. Interesting post with a lot of good advice based on the philosophy described above. I also thi

>> Find your typical customer's main objection. Nuke it. Interesting post with a lot of good advice based on the philosophy described above. I also think that this sales philosophy should have a qualifier around it. It is important for any salesperson to seriously consider the (potential) customer's objection objectively. Nuking the objection shouldn't be the primary goal and it shouldn't come at the expense of the customer's interests. In some cases, it is quite likely that the customer's objection isn't something that must be nuked. In fact, I'd even go further and say that (in some cases) a good salesperson should think of potential reasons why a product may be inappropriate (e.g. little value, too risky, too expensive etc.) for a certain customer. IOW in some circumstances, walking away from a sale (based on a customer's objection) might be the right thing to do.