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Change Their Direction – Not Their Mind0

By Tibor Shanto

No one likes objections when prospecting, rejection in any form is never fun, but when it cost you money and opportunity, it’s even worse. If you are in sales, you need to quickly figure out how to best deal with objections in a way that leads to more opportunities.  Some choose to hide from it, using things like e-mail, where the rejection is less direct, in the form of no response, to the first or 15th attempt; personally, I prefer to deal with objections to lack of engagement or silence, mostly because they need to be dealt with, the question is how.  Most people deal with the wrong element of objects, and in the wrong way to boot.

First, and the hardest, is not taking things personally.  This is hard when you are invested in your in your success, your product, and your company.  Add to that the Kool Aide you’ve been made to consume before they wound you up and sent you out to conquer, and it can be devastating when someone your convinced is the perfect profile or “persona”, dismisses you, your message, and your new improved never before seen disruptive thingamajig, without even a second of consideration.

Read on…

Hey – We’re moving

Yes, all the same great content and more!
Our new home: www.TiborShanto.com. We’ll still keep things here for a while, but this same great post is also available at

www.TiborShanto.com

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