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 - March 18
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On this day, Bonnie Blair was born
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Today - March 17
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Know your product...sort of.
Read MoreGetting product confidence in sales roles takes a while, so just be honest with customers about what you do and don’t know while building your expertise.
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March 15 - 16
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Read More
Mindfulness/Self-care
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March 14
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On this day, Steph Curry
Read MoreTo be a top performer, study STUDS like Steph Curry. The engine for high performance is found in the preparation, practice, and repetition of the drills that need attention for game time.
“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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