"Have you ever been to one of those training seminars where the presenter gives you a huge list of objections, and each one is paired with a quick snappy rebuttal for you to hammer back at your prospect?
Every time I hear that type of 'objection-rebuttal' training I visualize a tennis match. The objection is the tennis ball and you and the prospect just keep hitting it back and forth over the net, each one trying to hammer it back harder than the shot before.
It sounds great in theory. All you have to do is learn the list of snappy comebacks and you're all set the next time a prospect throws an objection at you, right? Wrong! We both know the reality is much different when you're in the trenches with a prospect. Just having a list of comebacks and rebuttals is totally worthless."
KINGDOM!
Kevin K. Hemphill LIVE !!!
615.653.0679
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