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 - November 14

I'd love to meet your friend, YES

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Understanding why your buyers buy is one of the more challenging yet fulfilling parts of being a sales pro. Every buyer and sale is different; learning all you can to help for the next time is key.

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November 12

Two sellers walk into a bar

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November 11

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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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