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I spent the early part of my consulting practice advising you on using classic selling techniques to help overcome objections raised by the client-to-be in the buy-sell cycle. Over time it became clear that rather than trying to overcome these objections, you should be raising them for the client-to-be to overcome. I wrote about this idea of racing to object in the August, 2006 issue of the Win Without Pitching Newsletter, titled
Creating Objections. This month I go deeper into this subject by exploring the five most common objections that you should arm yourself with, for use early in the buying cycle as a means of quickly shifting the power from buyer to seller.
Read MoreIn my counsel to agency principals and business development personnel I spend too much time on the subject of how to overcome objections. If you find yourself constantly dealing with or dreading objections late in the buying cycle then there's something you're not doing early in the buying cycle: you're not creating objections. You should be.
Read More “If I get a meeting with someone I can almost always close them. I just need more meetings.”
I hear this often. Years ago, between the end of my agency career and the launch of my consulting practice, I heard these words from an agency president who was hiring me to do contract business development work...
Read MoreIf you are no longer excited by the opportunity to write another proposal; if you find your despair over the effort required outweighs the excitement of the business opportunity at hand, then this issue is for you. You are about to get out of the proposal writing business...
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