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double right arrow Sales Management e-newsletter - 2003-8-18

Identifying Resistance

By Lain Chroust Ehmann

All customer resistance is not created equal, says Craig James, founder and principal of New York-based Sales Solutions. He’s identified four separate types of resistance - indifference, skepticism, objection based on misunderstanding, and objection based on a factual drawback - each of which is addressed in a slightly different manner.

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