Chapter 9. Handling Objections
Once, in a prospecting seminar at a franchise organization, I had just completed the “Anatomy of a Cold Call” segment, and someone from the Boston franchise raised her hand and said that all of this sounded fine to her, but in Boston, the calls don’t always go as smoothly. Well, calls don’t go that smoothly in New York (my hometown) either, or anywhere else in the world for that matter. The woman who asked the question was referring to the fact that her prospects don’t always readily agree to meet with her. Rather, they provide her with reasons why they don’t want to meet—that is, objections.
There are two interesting characteristics of objections. First, there are only a limited number of objections that you will ...
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