I was listening to this OUTRAGEOUSLY AWESOME webinar replay with Jeb Blount (Sales Gravy) and Nancy Bleeke (Sales Pro Insider) today and I had to stop the action to come write this article.
Because it WILL make you BETTER and FAST!
WHAT TO DO WITH AN OBJECTION (hint: you learned it in kindergarten – when you are on fire).
STOP DROP AND ROLL
STOP: Talking. When you run into an objection. LISTEN.
DROP: Drop your assumptions and your ego. Become unattached to your own agenda. Get interested in THEIRS.
ROLL: (Keep control of the conversation).
Acknowledge their input. It can look like this: “My understanding of what you just said is this:…..” or ask for more information, “Oh. Let’s stop the conversation for a minute…that is very interesting…can you tell me more about that…” The idea is: Keep it interactive.
But, as Eddie Murphy said…Don’t go home and try to tell my jokes. They aren’t funny coming from you.
I encourage you to invest the time and learn from Nancy herself: https://www.fanaticalprospecting.com/book-launch/
Go out and…
Love ’em UP!
The Irreverent Sales Girl