I think a lot about this topic, and how the very act of overcoming a clients objection can immediately set you off on the wrong foot.

They basically mean ‘I don’t want to talk to you’ and you need to tread with caution when overcoming these attempts to forestall the conversation. In fact, you should ignore the first objection!

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As ever, please let me know what you think! And thanks for listening

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5 replies
  1. Paul
    Paul says:

    Try and get whoever you’re talking to (ideally the decision maker) to admit they have a problem. That way they can’t logically say they’re not interested in your solution.

    • Tony Dowling
      Tony Dowling says:

      Exactly paul, but be cautious here. You’re not catching people out! It’s likely they know what the problems may be, but opening up can make people uncomfortable.
      The real trick is when they don’t know they have a problem themselves!
      Thanks for the comment!

  2. TheJackB
    TheJackB says:

    Hi Tony,

    Money is always an easy objection to use so it is important to do the research as best you can so that you can determine in advance if it is being used “legitimately” or as a simple way to blow you off.

    • Tony Dowling
      Tony Dowling says:

      It is easy, and hard for sales people to over come! Which is consequently why its used so often. My advice here is once again to ignore it as in initial objection. There are a million stories of clients that have suddenly found some cash when my solution has been demonstrably a good one.
      But research is key, your client segmentation, or at least initial cursory examinations should uncover whether your service or product is out of their reach
      Thanks Jack, great to hear from you!

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