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Today, in your pitch meetings, proactively address objections and obstacles.
If you’re in a 1:1 meeting, try the surfacing approach: “What part of our offering presents a problem that we have to work through?”
If you’re in a group meeting, try the seeding method and suggest the objection you know they’re thinking about: “Often, buyers like you have challenges around the blah blah part of our offering…what are your thoughts on that?”
Whatever you do, don’t let a meeting go by without proactively addressing objections and problems. The longer the buyer sits with their negative perceptions, the lower your chances are of scoring.
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