Handling objections is one of the main areas one must face when delving into the world of consulting sales. Most of the time, this response is seen negatively, and many veer away from them as much as possible. Michael Zipursky disagrees. He explains the two essential steps in facing objections and how it must always be seen as a source of strength instead of a highlight of your weaknesses. He also emphasizes how these must be turned into an opportunity for growth and improvement, particularly when you least expect them.

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