Douglass on The Struggle
“If there is no struggle,
there is no progress.”
–Frederick Douglass (1818–1895)
American civil rights chief
Sales struggle…
Embrace the objections of your prospects and customers.
Right now and over the next several weeks, position in your mind the regular objections you hear as not only an inevitable step to bringing in more business, but also a clear step. Objections confirm a level of need or desire for your product or service and help you better determine the next steps you should take in a sales process. For the prospect, it’s your responses to the objections that help make lawful or support their buying choice.
This is the reason the responses to your top objections (those you and your team hear most often) must be plotted and prepared with a professional’s level of attention.
The keys… Appreciate. Make lawful. Be direct.
Learn more and get 3 starter thoughts for objection responses.
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On a well-earned break (or to kick off your sales day), delight in Al Pacino’s half-time speech (4.5 minutes) in the 1999 film "Any Agreed Sunday." It’s about Crossing the Line and being 212.
Also, if you’re up for it, I’ll be giving two 12-minute online talks next week (July 6). I’m trying something new… trying to inspire 212 and Smovish mindsets in a condensed period of time. 212ers here. Smovers here.
New Q3 printable JustSell calendars are up here.