Pieces of Advice

Every day, Thiagi tweets ready-to-use pieces of practical advice on performance-improvement topics such as coaching, creativity, customer service, feedback, leadership, listening skills and management.

Here are some recent pieces of advice about overcoming sales objections that were re-tweeted frequently:

  • Present logical arguments and objective evidence to combat baseless complaints about your products and services.
  • If a customer wants to consult with someone before making the final decision, suggest a joint meeting so you could answer any questions.
  • Politely establish that the truth is the reverse of what is implied in the customer’s objection. Say, “Yes, and …” .
  • If your price is fair and your services help the customer, be ready to walk away if there are repeated objections.
  • Don’t practice mind reading. Don’t interrupt the customer with a response based on your anticipation of a complaint.
  • Objections are symptoms of underlying fears. Identify and acknowledge the customer’s fears.
  • Always talk less than 50 percent of the time when you are discussing the customer’s objections.