THE ENTIRE ICEBERG
The problem is YOU relate to the tip of the iceberg as if it were the entire iceberg.
You prematurely REACT to your clients' objections in a DEFENSIVE way. Rather than seeking to understand what's underneath their objections, you become focused on defending yourself or your company against incomplete thoughts and partial points of view.
Becoming defensive leads to conversations that have suboptimal results and undesired outcomes.
But, it doesn't have to play out in this fashion. WATCH the video to learn the skills you'll need to overcome OBJECTIONS and address the entire iceberg.
If you are able to DEVELOP these SKILLS, you will become someone who actually welcomes objections because when handled skillfully, they will provide you the opportunity to DEEPEN your RELATIONSHIPS.
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READ Conversations: How to Manage Your Business Relationships One Conversation at a Time. Available now on Amazon http://a.co/d/7Ruhapu
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CONTACT: ivan@conversations.biz
Conversations About Conversations – Episode 91
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