Jul 14, 2020
In this episode, Mike and Jody
discuss a listener tip regarding objection handling. We
bounce around a bit on this one, but ultimately bring it home with
some practical thoughts on objection handling.
TLDR - ask questions, gain
context, don't react.
objection handling documents work?
you build out questions on an objection handling sheet?
- Objection handling documents can work if you
are not just reading off of a script.
documents can help with alignment within an
dealing with a pricing objection, ask “from what
interrogate customers, but work to gather a bit more
you guess, you only have one chance of guessing right.
- Rather than answer the objection immediately,
take a pause and ask one question.
- Account plans are a useful tool - You can
listen to our account planning podcast
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