Please download this guide, linked to this article which has been prepared for you by Jo Lloyd, a leading independent business and training consultant, as part of series of self-help documents designed to help you with business development.
In this guide, Jo looks at some of the common objections you will come up against. There are many ways to respond and we tend to rely on the same tactics. But what if that isn’t working?
Ask questions to ascertain the root of the objection and determine what it is your customer needs. There could be an opportunity to negotiate based on the broader challenges the customer is facing.
A positive way to approach the discussion is to look at objections as questions. It can sometimes highlight the fact that you have not provided them with all the information.
Understanding the balance of the discussion is absolutely key. This guide will help you to explore that balance and ensure you avoid alienating your potential customer.
Jo is a founding mentor within the Canon Ascent Programme, with an excellent reputation established over many years, helping Canon customers across EMEA to define and achieve their business development ambitions.
