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This is episode 292.

Read the complete transcript on the Sales Game Changers Podcast website.

MIKE\\u2019S TIP TO EMERGING SALES LEADERS: \\u201cThere are five different ways to respond to an objection with the acronym READY.\\xa0You can REVERSE an objection, hit it right back at them with, \\u201cThat\\u2019s exactly why.\\u201d The reason a Reverse is so powerful is because the reason you\\u2019re against it is the reason you should be for it.\\xa0You can EXPLAIN what happened and that\\u2019s a perfectly reasonable answer, it\\u2019s not an argument, it\\u2019s just, \\u201cLet me explain what this is.\\xa0You can ADMIT something.\\xa0Occasionally there will be a bad piece of news, they\\u2019re going to look at how you DENY that. Vehemently, strongly, affirmatively deny that that happened. Finally, ask WHY. It buys you some time and it gives you more information.\\u201d