Imagine this scenario. You walk into a department store.
A sales associate says, “Can I help you?” What do you say?
If you’re like most people, you say, “No thanks, I’m just looking.”
However, that’s not true. You didn’t wake up and decide to go to a department store. You have the intent to buy something. You’re in what I call the Zone of Resistance (ZOR).
I’m just looking” is a reflex reaction to sales pressure. Your prospects are in the ZOR when you try to overcome objections too.
So your first job when prospects raise objections is the lower the ZOR. However, you can’t do that if you’re fighting the resistance.
You have to join the resistance. This workshop will show you how.
What you’ll learn:
- How to diffuse common sales objections without putting prospects into the Zone of Resistance.
Guests:
Josh Braun – Founder of Braun Training
Craig Simons – Director of Marketing at Allego
Watch it here
