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Category Archives: Handling Objections
Here’s the real litmus test of an e-pitch: The “So-What?” factor. You already know the elements, right? In a nutshell: Give your first name, a thimble-sized description of your industry, a credibility factor or success story, and ask an open-ended … Continue reading
Sooner or later, some smarty-pants type is going to hand you an objection disguised as a sticky question that goes something like this: “What kind of success rates have you had?” And if you are like many other small biz … Continue reading
“Step into my parlor, said the Spider to the Fly…” (Mary Howitt, 1799 – 1888) We talk a lot about Little Voice holding us back with negative chatter. Sometimes, though, its a sweet, seductive voice… “I deserve a treat, and … Continue reading
There are stores you will never enter. There are specific brands you will never buy. Because something about them disturbs you. Maybe their prices are way higher than the quality of their products. Maybe their sales associates are overbearing, pushy, … Continue reading
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. It’s the wrong time. His current vendor is just fine. Your price is … Continue reading
…but nobody wants to die. It happens over and over again… we state our intention to make it big, be a success, have a great salary, great house, great family, great vacation. We see the vision clearly — bright images … Continue reading