Daily Quote |
Skill
Force yourself to proactively address objections
Given #1: Every prospect and client who meets with you has a laundry list of reasons why they don't think your offering can meet their needs.
Given #2: Buyers spend zero time thinking about how to articulate their objections to you.
No worries…you don't need to eliminate buyer objections; you merely need to shrink them.
No offering is perfect; no product is without flaws. Your buyers will still buy from you even if your product is not perfect!
Do
Objection handling is not a game of perfect
In your pitch meetings today, proactively address objections.
Try the surfacing method: "What part of our offering presents a problem that we have to work through?"
If you're in a group meeting, try the seeding method by suggesting the objection you know they're thinking about: "Often, buyers tell us they have challenges around the blah blah part of our offering…what are your thoughts on that?"
Whatever you do, don't let a meeting go by without proactively addressing objections. The longer the buyer sits with their negative perceptions…well, your opp is dead!
Oomph
Pick one: handle, solve, reduce, address…
Whether you attempt to solve, reduce, or handle an objection, doing it successfully takes patience, dexterity, and time.
None of those skills and traits are displayed in this silly but classic 2-minute clip from the movie Tommy Boy.
Whether you attempt to solve, reduce, or handle an objection, doing it successfully takes patience, dexterity, and time.
None of those skills and traits are displayed in this silly but classic 2-minute clip from the movie Tommy Boy.
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