Thursday, October 30, 2008

Milk's Favorite Cookie

Yesterday I interviewed someone in advertising sales. She shared with me something she'd learned thru her sales training for dealing with objections.


Objection (listen to customer's objection, concern, issue, griping, ranting, raving)
Restate the objection you heard (this shows you're listening)
Empathize with the concern (this shows you care)
Outcome, offer a new outcome or solution to the problem

"That's great," I said. "I bet it could be a useful tactic in many areas of life, not just sales."

"Yeah," she said, "I tell all the guys I work with to try it with their girlfriends. It works!"

1 comment:

Adam Russell said...

Great post. I now have an acronym for my personal sales process as well.