Episode 56 - The Psychology Of Objections

Maximize Your Influence · Sep 3, 2014 · 1m

Closing a deal isn't about a slick line at the end of your presentation. It's about understanding what your prospect is REALLY saying when they say things like "I need to think about it" or "I don't have the money." First we need to figure out if we are dealing with a real objection or one that is just pure "venom." If somebody is just objecting to be a pain in the butt, there isn't much you can do there other than to cut your losses. But if they have a genuine question or concern, or even a "knee jerk" reaction, that's something you can work with. So what's a knee jerk reaction? This is an…