Conversations That Sell

TAP INTO EMOTIONS THAT AFFECT WORKING THROUGH OBJECTIONS

There are many emotions involved during the entire sales process—excitement, anticipation, fear, frustration, confidence, disappointment, and irritation are a few. These emotions can escalate when an objection is voiced. In fact, these emotions may be a hindrance to working through objections. How we work with the buyer’s emotions influences how likely we are to work through the objections with Them.

Working with the logical and emotional influences of the buyer is important throughout the sales process—and especially when the buyer has objections. Stop, Drop, and Roll guides you through addressing both of these factors. Yet sometimes working with emotions is an obstacle in itself. You ...