178 A Simple, Conversational Question to Respond to Resistance
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative rebuttal.
Instead, get the other person to open up with this very simple, conversational question that you can easily adapt to your situation.
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I really like this approach. As you say it is a good way to keep the response from being combative. The more I think about it, I have had some prospects in the past who probably couldn’t answer what would change their mind from their current protocol other than “That’s the way we’ve always done it”.