Steve Rupp emphasizes a crucial mindset shift for salespeople: instead of seeing objections as a negative, view them as opportunities. When clients present objections, they're offering the chance to address their concerns and move closer to a resolution. If a client has no objections but is still hesitant to commit, it means there's an unspoken reason holding them back. For sales professionals, whether in real estate, cars, or mortgages, the real danger lies in not knowing why the client is uncomfortable. Without understanding the underlying issue, the salesperson can't resolve it, which can lead to losing the sale.
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