Let’s stop objectifying prospects.
“I don’t think prospects lie. I think prospects have been conditioned to hold things back because they feel the pressure that they’re gonna be forced to move faster than they want to.”
Prospects are people. And just like normal people, putting undue pressure on them won’t get an honest interaction. In fact, it’ll do the opposite.
Josh Braun came on the Think Outside the Script virtual tour to jam together on objections.
He believes that, instead of handling objections, we should diffuse them.
And that prospects don’t lie. But we as salespeople make it hard for them to be honest.
I couldn’t agree more.
Catch the full replay for his [email protected] framework on how to diffuse objections, be more human, and feel good about interacting with prospects who say “no.”
Catch the replay with Josh Braun here.
PS – We have Larry Levine – Selling From The Heart live tomorrow jamming on Prospecting from the Heart. And Rajiv ‘RajNATION’ Nathan on how not to suck at storytelling when you’re prospecting.
Sign up for Rajiv and Larry’s talks here.
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