Skill + Do
A good objection handling strategy starts with getting the buyer to trust you and ends with you getting the buyer to live with your product’s warts, scars, and blisters!
Don’t get suckered by those so-called internet experts who invite you to watch their video and learn the 11 steps to handling objections. Their techniques are focused on yesterday thinking that doesn’t work for today’s discriminating buyers.
Objection handling is only hard if you don’t get the buyer to talk and share.
There’s not a buyer in this land who willingly states, "Yeah, good idea, let’s talk about the reasons I think your baby is ugly."
You’re not going to change anyone’s mind in one session….or even two sessions. Your approach to objection handling is merely to shrink the objection in the eyes of the buyer so your value appears irresistible.
A good OH strategy is based on learning whether the buyer can live with your product’s warts, scars, and blisters!
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Tomorrow - May 21
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99 SELLING days 'til Q4
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Today - May 20
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On this day, jeans were born
Read MoreListen to your mom: "…don’t dress like a slob." At the same time, don’t be afraid to dress with personality. But definitely, dress like you can handle a big order from your customer.
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May 19
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"Remind me how I WEED an objection?"
Read MoreObjection handling requires a measured approach to get the buyer to trust you. Not rushing to solve the objection means you’ll get more insights and truths that you’ll need to solve problems.
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May 17 - 18
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Read More
Play with mercury, like Frank Zappa
“There is a universal law of human behavior: you cannot argue another person into believing they are wrong. The more you push another person, the more they dig their heels in and resist you.” Jeb Blount
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