Recognising anxiety when facing stressful situations like objections Your heart rate increases. Your breathing gets faster. You feel and see your skin flush, as a result of a 300-400% increased blood flow priming the muscles, lungs, and brain to respond to additional demands. You feel [...]
Objection Handling: The five things you need to know Most people imagine that the most important things they need to handle an objection are in depth product knowledge, awareness of product features, advantages and benefits, competitive awareness, and the ability to communicate unique value propositions. [...]
Prepare to handle objections well before prospects raise them When I ask people how might overcome a price objection (e.g. “It’s too expensive”), they will usually tell me they use a mixture of unique value points, competitive advantages, features and benefits of the product, and [...]
