Bravely initiate an objection convo

You can be a great listener, have strong probing skills, and be a competent negotiator….but those skills mean nothing unless you’re a competent objection handler.

Entry into the TOP 10% requires the courage and skill to initiate conversations about obstacles and conflicts. Buyers will not voluntarily raise objections unless you hunt them down.

Sticking your head in the sand and assuming your prospect loves everything about your offering is naive.

Commit to activating these three objection-handling techniques today…and every day hereafter:

1. Surface objections on every customer interaction. (Yes, even on your first discovery meetings. Perceptions form early!)

2. Seed objections to purposely get them in the open. You know your common objections, so bring them up to control the narrative.

3. Do not try to resolve the objection on the spot…patiently listen and get your buyers talking. The buyer is more apt to participate in the solution stage if s/he feels heard.

Don Draper doesn’t have time to surface objections in this highly entertaining, worthwhile 5-minute Mad Men clip. But because he’s Don Draper, he effortlessly hops over the hurdles and saves the business anyway.

You’re not Don…you need to hunt objections frequently and proactively!