7 Ways to Stop “selling” & Start Building Relationships
offers objections, uncover the truth behind them.
Most traditional sales programs spend a lot of time focusing on “overcoming objections.” These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, “We don’t have the budget,” “Send me information,” or “Call me in a few months,” do you think you’re hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?
Rather than trying to counter objections, you can uncover the truth by replying, “That’s not a problem” — no matter what clients are “objecting” to — and then using gentle, dignified language that invites them to reveal the truth about their situation.
7) Never defend yourself or what you have to offer — it only
