From the course: Persuasive Selling
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Don't resist objections, embrace them
From the course: Persuasive Selling
Don't resist objections, embrace them
- Not all objections can be anticipated, and not all are brought up early in the sales process. So what happens when you find yourself in a situation where an objection comes your way that you might not have anticipated? My wife and I took an improv class and learned a technique that's also helpful in sales. It's called Yes, and. It's about embracing what comes your way rather than opposing it in order to develop a scene. The same thought process that works in improv can help you deal more effectively with objections. Here's what you need to do. First, maintain the right mindset. If your self-talk dreads objections, you won't be in a positive frame of mind to deal with them. Train yourself to appreciate objections. One way to do this is to look at objections as involvement. The prospect is involved enough to have considered reasons not to go with your proposal, but the good news is they're thinking about your proposal. If…
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