CHAPTER 9
Facilitate, Part II: Work Through Objections
“When solving problems, dig at the roots instead of just hacking at the leaves.”
—ANTHONY J. D’ANGELO, author of The College Blue Book
You’re in a conversation with a buyer and it’s going well. You’ve Initiated a positive connection and engaged in a productive Investigation where you discovered his POWNs. You’ve Facilitated a collaborative presentation of your solution and he agrees your solution will work. But . . . now there is an objection or a question.
What’s your reaction to the objection or question? Most people react with fight or flight.
Fight is to start bombarding the buyer with ...
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