Dealing with a Client Objection? Don't Do This
When dealing with client objections, there are many dos and don'ts for how to respond. But the biggest mistake that can block a sale is not addressing the objection. The worst thing you could do is leave it on the table and not respond. Listen as Mike Schultz, President of RAIN Group and author of Turning No into Yes: How to Handle the Most Common Client Objections, discusses the importance of unearthing all objections, outlines the five steps for overcoming objections, and gives examples for how to respond to common objections.