Secrets to 3 Common Objections

Being a typical bloke, I'm terrible at multitasking, never ask for directions when lost in the car and would never, under any circumstances, ask for assistance in a store. Have you ever been in a store browsing and a sales assistant comes up to you unannounced "can I help you Sir?" When this happens to me I instinctively say "no thanks, just looking" even if I actually do need some help.  This instinctive knee-jerk reaction is commonplace when selling, particularly on the phone. The golden rule with handling knee-jerk reservations,…

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A prospecting predicament

This evening a reader posed this question so I thought I'd blog the answer I gave him so it may help other readers. Naturally I've removed his name to protect the innocent. "Paul, hello, I have just read your blog and found it a really great read, so much so I decided to email you straight away! As a photographer I am venturing into my local school photography market and I am coming up against some real brick walls from the receptionists and office staff. I simply cannot get to the head…

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Beware defensive patterns

Last week on a train, I caught myself running a defensive pattern. The refreshment trolley was approaching, "teas, coffees, hot chocolates?" "No thanks mate", I muttered, and many other passengers were doing the same. But as he passed along I thought the Cherry Bakewell looked nice, but by then it was too late, he'd gone. We all have patterns in our lives. We all follow procedures which get us from A to B, help us move on in our worlds and many of us have patterns which try to save…

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