The obligatory question

Objections are healthy. But if you learnt the wrong lesson, it could turn into a massive waste of time and effort.

You won’t get to add the right feature that’s keeping your prospects from saying “yes.”

You won’t get to pivot and pursue the right market.

You won’t get to tell the right story to gain the trust you need.

Here’s a neat question to avoid those costly mis-learnings, “If I can give it to you in this ___, would you pay for it right now?”

And if the answer is “No,” or another set of objections show up, you just learnt the difference of an excuse (your prospect is “being nice”) from a useful lesson.

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