Tag: overcoming objections

The Gist:

• 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…

The word “objection” is technically correct as it relates to the words your dream clients use when they say no to your request for a meeting. It is “a reason for disagreeing.” Over time, however, I have come to realize the objections…

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…

I speak client. Here is a translation to the objections you heard and what they really mean.

“I already have a provider.”

Translated: “Listen, I am really busy and you have done nothing to convince me that you are worth my time. Even though I…

Sometimes you need to give your dream client proof that you’re the right partner. They challenges you with a concern, and you want to make your case. You want to resolve all of their concerns, offering proof point after proof point in an attempt…

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…