In the course of running a business, owners continually deal with objections. Potential customers object to the terms of an agreement, existing clients object to prices and financial partners object to requests for additional funding. According to successful entrepreneur, professor and author Conor Neill, we are not taught how to deal properly with objections. Our schooling teaches us to always give an answer to a question. This isn’t the way to deal effectively with objections. Instead he recommends responding as follows to an objection: Say “I understand” then rephrase the objection in your own words and ask a follow up question to gain insight. According to Neill if we simply give an answer to an objection like “Your price is too high. Can you lower it otherwise we can’t do business” we shut down the possibility of learning about what’s really going on. He calls this technique Verbal Aikido.
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