- The legacy approaches to sales are designed to overcome objections.
- The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution.
- The modern…
You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they…Continue Reading
The language "overcoming objections" doesn’t work for me. First, the idea of an objection is often too strong to describe what it is we encounter in sales. Second, the idea of “overcoming” brings with it the idea that by doing so you win and…Continue Reading