The picture below clearly depicts why it is better to prevent objections than to [[Dealing with Objections]] after you went too fast through the [[SPIN]] Questions:

<<image /static/files/MBI/Module%2016/preventingobjectionhandling.jpg width:600>>
bag
sales_public
created
Thu, 23 Jun 2011 19:52:10 GMT
creator
dirkjan
modified
Thu, 23 Jun 2011 19:52:10 GMT
modifier
dirkjan
tags
M16
SPIN
Term
creator
dirkjan