Objections by Jeb Blount

Author:Jeb Blount
Language: eng
Format: epub
Publisher: Wiley
Published: 2018-06-13T00:00:00+00:00

These are just some of the conditioned responses to your interruption. It's your prospect's rote response to a perceived pattern. There isn't a conscious intent to deceive you; they are running on autopilot.

Because prospecting objections are usually conditioned responses, the most effective way to get past them is pattern painting—disrupting the prospect's expectations for how you will respond. We'll discuss pattern painting later in the chapter.

Brush-Off

A brush-off is your prospect telling you to bug off nicely. “Call me next month,” they'll say when they want to avoid confrontation and let you down easy.

The brush-off is all about avoiding conflict:

“Call me later.”

“Get back to me in a month.”

“Why don't you just send over some information?” (The greatest brush-off of all time.)

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