Skill + Do
Your job is to learn all about your customers’ objections so you can address them. If the objections stay buried, it’s the same as whistling through the graveyard in pitch-black darkness.
Every prospect and client has objections regarding your offering. Your product/service is not perfect.
Your job is to learn what they are so you can address them. If the objections stay buried, you will keep whistling through the graveyard in pitch-black darkness.
Here are some sample qualifying questions you can try on your pitch meetings…some may overlap with others so choose the ones you like the best:
1. "How big of an obstacle is X?"
2. "From your perspective, what’s the weight of the objection you’re presenting?"
3. "Is this a deal breaker?"
4. "Are your views only your own, or do others on your team share your perspectives? (Follow-up: Who shares your opinion?")
And, here’s a bonus…a great question that empowers your buyer to help you:
"What’s your opinion on how we can best solve this issue?"
Don’t be oblivious; acknowledge that objections exist and be brave and proactively surface them.
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Tomorrow - January 13
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That tense moment in your meetings
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January 11 - 12
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Read More
Mindfulness/Self-care
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January 10
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Pitch meeting agendas, (part 2 of 2)
Read MoreIt is undebatable that preparing agendas guarantees productive interactions. And yet, agendas prevent elements that may adversely affect your meeting intentions and goals.
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January 9
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Pitch meeting agendas, (part 1 of 2)
Read MoreYour buyer relaxes the second you present a formal agenda because they know you won’t waste their time. There IS no downside to using agenda, so get disciplined and do it!
"Success is to be measured not so much by the position that one has reached in life as by the obstacles which he has overcome." Booker T. Washington
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