Suppose, for example, that you sell packages. Rather than start the conversation with a business owner with a request to review the current program, or with statements about the advantages your company can provide, both of which will probably lead to a put-off, you might try the following:
“If you are like most business owners, as soon as I mention , you’re going to tell me, “We’re already working with someone” or “We’re covered.” Would you be willing to put those on the shelf for 60 seconds while I explain why I called – and then decide if there is a reason to talk further?”
By bringing up the put-off first, you diminish its impact and let the prospect know that it isn’t going to work with you – you’re not afraid of it. This approach distinguishes you from all the other salespeople who found themselves trying to “overcome” the put-off.
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