At the height of the last recession in 2008, I ran a weekly resistance and objection handling boot camp that was highly successful at helping people not “give up” when things got hard. It was centered around practicing overcoming objections by acknowledging the objection and asking open-ended questions to keep the prospect engaged. Plus, it honed our skills of thinking on our feet while deflecting objections and resistance being thrown at us from left and right.
A couple of months ago, I was hired to teach this to a group of in-house salespeople, and here is what I discovered:
What do you think?
There’s a lot more to talk about on this topic so stay tuned.
Resistance and objection handling are about...
