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We've all been lied to
We were taught that objections were things to be 'overcome'
Here's the thing: to perform at our best throughout the sale we need to adopt the right mindset and support it with the right goals and behaviors
Here's how: THREAD
We were taught that objections were things to be 'overcome'
Here's the thing: to perform at our best throughout the sale we need to adopt the right mindset and support it with the right goals and behaviors
Here's how: THREAD
When working with a client, our mission is to be an effective leader. To do this, we need to be helpful, confident guides, who can get the client from the current to the future state
We must be trustworthy and transfer confidence and enthusiasm to the buyer
We must be trustworthy and transfer confidence and enthusiasm to the buyer
That cannot happen if we place the buyer in the mental position of 'a person needing to be overcome' simply because they said something other than “Yes, I’m ready to buy”
Even if they are truly difficult to work with, it's an unproductive mentality
Even if they are truly difficult to work with, it's an unproductive mentality
When hit with objections, it’s our job to lead, not fight. This person is not the enemy, so we don't accidentally treat them like one
Anyway, the objection is almost never the real point, & there are probably 2-3 layers behind that objection worth discovering
Anyway, the objection is almost never the real point, & there are probably 2-3 layers behind that objection worth discovering
It's our job to collaborate and create a productive environment, not challenge or 'overcome' them. There’s no scoreboard here w/ you’re on one side and them on the other
Start w/ this important mindset shift, & then work on acquiring the right verbal skills to execute
Start w/ this important mindset shift, & then work on acquiring the right verbal skills to execute
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