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Maintaining the High Ground Against Biased Objections

Maintaining the High Ground Against Biased Objections

When the buyer makes a typical objection:

-You don't know our business.

-You're not from this area.

-You don't have the right degree.

-You're too young or too old.

Respond: “That's exactly why you need me!”

The buyer says, “What do you mean?”

You say, “Without someone like me you'll just keep breathing your own exhaust!”

You think that's too bold? The best defense is confidence, not trying to honor a stupid objection.

 

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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