From the course: Win New Business by Running Great Client-Facing Meetings
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Handling objections effectively
From the course: Win New Business by Running Great Client-Facing Meetings
Handling objections effectively
- I have some really good news to you about objections. You can celebrate client objections. I like to see them as contributions, their needs in disguise, and more than anything else, they're assigned that the client is trying to buy. At this stage in your meeting and perhaps your relationship, the moment when it's time to make a decision, you and your client both know that the tide has shifted from the hypothetical to the actual. Things just got real. The decision to move forward with your proposal or your partnership is theirs to make or to not make. You'll both likely feel the increased level of risk at this moment in the meeting. The client's invested time and may feel the pinch of obligation or just the concern of making the best choice. That's where their risk is. You've invested time, and you may feel the pressure of quotas or team expectations, that's where some of your risk comes in. Don't get impatient, go slow to…
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