You’re on the phone with a prospect who is giving you one reason after another as to why he can’t make an appointment or buy your product/service.
His current vendor is just fine.
Your price is too high.
When this occurs over and over, two things can happen:
- We grow incrementally more frustrated, emotional, and take it personally — this is the path of rejection. As our emotional level rises, our intellectual level decreases, and we begin then to defend or justify our position.
- We take a deep breath and remember they are giving us an opportunity to acknowledge their stance and ask open-ended questions that can lead to a deeper understanding on both sides of the conversation.
Which will you choose?
Just For Today:
Ask a friend to give you every possible objection you can think of — one after another — and pay attention to your emotional response as they objections pile up. Write down what happens, and work on crafting open-ended questions that will help you avoid emotional overload and keep your wits about you.
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This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.