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 24 - 25
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Make a new friend and get inspired
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Today - May 23
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Friday is PRACTICE day!
Read MoreStick a fork in the old way of practicing skills: sitting on a chair on a stage role-playing in front of your peers. There’s a better way that involves you and your BFF at work.
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May 22
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What "Closed-Lost" can do for you
Read MoreA healthy balance of fear of failure and desire to succeed are important for all who strive to be in the TOP 10%. Don’t be afraid to lose; just fight harder next time.
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May 21
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99 SELLING days 'til Q4
Read MoreYou can not be too prepared for Q4 selling…closing business always takes longer than you think it should. For revenue to land during the last quarter, start plotting your strategy and steps now.
“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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