Showing posts from January, 2014

Can you REALLY Overcome an Objection?

I've taken a six month hiatus on writing, but there's many topics for me to catch up on.  After recently onboarding a half dozen new hires, I have realized one question just keeps popping up: "Stephen, how do YOU overcome objections?"  I've had answers for that one over the years, but I recently came to grips with an interesting fact: I don't.
What I mean is, I am not the one who overcomes objections - the person raising them does. Allow me to explain further: You go out to eat and order a diet Coke (because ordering anything else in the Atlanta area is paramount to a sin, and could be met with legal ramifications in some jurisdictions).  Anyway, the server says "We have diet Pepsi - is that OK?".  Now, YOU have a choice. Please forgive my simple example, but it matters with large purchases, too. In my example, it is the restaurant patron that must make a choice.  You, as the customer, have some choice responses: 1) "I think i was clear. I ordered…