Defuse Explosive Miscommunication Land Mines

The document provides strategies for effectively addressing objections, questions, and concerns that arise during sales conversations. It suggests replacing the word "objection" with more positive terms like "question" or "concern" and viewing them as opportunities rather than roadblocks. The strategies include listening carefully, understanding the real issue or concern, addressing it conversationally with clarity and agreement, and using visual aids when possible. Customers are more likely to move forward once their questions or concerns have been adequately answered.