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July 14, 2016 at 12:30 AM
Whenever I’m working with a client or conducting group training or coaching sessions, most of the questions clients ask are about responding to objections. In many cases, however, these clients are asking the wrong question. They think they want a great response to an objection but what they should really be asking is, “How do I make my introduction more compelling?” What is truly unfortunate is that far too many sales professionals create the objections that they hear by what they are saying when they introduce themselves.
A poor introduction can actually cause a prospect to respond with an objection. Absent a compelling introduction, prospects will say things like, “I’m not interested,” “I’m already working with someone,” “Send me information” and/or many of the other objections sales professionals hear on a daily basis.
Trying to come up with a great response to an objection after you have caused the objection is a little bit like shutting the barn door after the horses are gone.
In real life, human beings have conversations with each other. In conversation, human beings listen and then respond to what is being said. That’s the way it works. Your prospects are human beings. They respond to what you say.
If your introduction produces an immediate objection from a prospect then your introduction is not working. It’s time to change it.
