From the course: Win New Business by Running Great Client-Facing Meetings
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Objections are needs in disguise
From the course: Win New Business by Running Great Client-Facing Meetings
Objections are needs in disguise
- One of the most important things that I think you can keep in mind when it comes to client objections and how to handle them is to be super patient and to recognize that objections are needs in disguise, they're contributions. So stay focused on the client. Don't jump to conclusions about what they're saying. Certainly don't get triggered and impatient and attached to the outcome. Instead use all the skills and all the good empathy and trust and credibility from before and really focus on what are they trying to say? What's this new need that has shown up that somehow they don't see how it's being satisfied? As soon as I can find the need and satisfy the need, they're that much closer to wanting to make a decision that ideally is in both our best interests.
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