With typical traditional selling, when you get an objection, you’re supposed to overcome it. We’re taught that by all the gurus.
The problem with that is if they’re giving you an objection that they believe is true and you try to overcome it with them, you break trust with them instantly.
The sale is over right at that moment because you’re trying to overcome something that they believe is true. You lost the ability to connect with them.
The new sales thinking mindset is different. It’s about diffusing the pressure to preserve the relationship so as to re-engage again. In this month’s Stump The Guru show, I’ll be talking about how not to have to defend yourself or your offer.
