Thursday, 20 June
Today's Topic
"Buyer, I object to your stupid objection."

Skill + Do

Successful objection handling includes equal doses of technique, instinct, and courage.

First, you must proactively surface objections on every customer interaction. That’s the technique part.

Plus, it would be best if you honed your instinct of recognizing the optimal time to address the issues. Sometimes, prospects hint at issues that represent objections, so don’t brush them under the rug; take them head-on.

And yes, it’s appreciated that for many, asking direct questions that yield potential conflict and problems is hard…and feels counterintuitive. But you know your offering isn’t perfect, and your prospects will, over time, develop objections as they get to know you better. Those are merely the laws of nature at work. Don’t ignore reality; summon the courage to shine a light on issues you know are seedlings of objections.

Start with the technique you can control: surface objections proactively…on EVERY sales meeting.

Tomorrow - July 19

Stop saying "thanks for your time."

Today - July 18

On this day, Nadia got a 10

Nadia Com─âneci was playing for Gold medals; you’re playing for big commissions. Both of you know you need to be maniacal about the behaviors and habits that drive the results you want.

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July 17

"Me no afraid of sales angst!"

Sometimes fear can motivate sellers, and other times it can be crippling. And because you know occupational hazards don’t go away on their own, you have to create a plan for dealing with them.

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July 16

Who's NOT my champion buyer?

You know how to bond with anyone…you’re a pro. But the strength of your bond is determined by how you provide value for your Champion inside their world, not inside a bar.

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"If you find a path with no obstacles, it probably doesn’t lead anywhere." Frank A. Clark

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