February 20, 2018

Inevitable objections


There are always objections.

Customers have them. Your team have them. You have them.

Most are obvious and predictable. The price, the time, the location, the expertise, the attention, the priority, the credentials, the resources, the status quo, the vested interests, the upside, the downside, the risks.

They’re inescapable, and you’re going to have to deal with them.

You have choices.

– The back foot strategy … leave it to someone else to raise the inevitable objections, and argue the case as best you can when they come up.

– The front foot strategy … raise them yourself. Put all the questions in the middle of the table and deal with them honestly. If they’re deal breakers, let them break the deal (it’s better to know now than after months of avoiding the issue). If there’s a way around, we’ll find it together.

Skippy strategy: Raise the issues, and deal with them honestly.