Note to Sales #4. The Wall of Objections
Let’s face it, you’re in sales, you’re on commission, you’d do anything to get this deal. Of course they don’t trust you.
The client has a Wall of Objections, which he has built between you, and the mortar is mistrust.
So, how do you overcome the Wall of Objections?
1. Well, you can try to tear the wall down – brick by brick, not impossible, but hard work!
2. Or you can join them on their side of the wall. Us against the world.
3. Or you can get rid of the mortar of mistrust!
You will find that once the mortar is gone, the wall just falls over...