Leslie Vanetz teaches a different way to handle objections: treat them as gifts instead of problems to crush. The certification builds curiosity, active listening, and the ability to ask smart questions that surface what prospects really need.
Hi, I'm Leslie Vanetz, your EIR for the Sales Assembly Objection certification and the USA Today top 50 author of Profit Generating Pipeline. I am so delighted to be guiding you through the Sales assembly objection certification because early in my career, I. I was constantly told by my managers, by other sellers, that the way to respond to objections was to crush them, to tackle them, to annihilate them. And after years as an individual contributor and a sales leader, I realized that the best way to handle objections is actually to greet them with gratitude, to treat them as a gift. And I know that that might sound a bit counterintuitive, but. But as you travel through this objection handling certification, I know that the other folks teaching you will be leaning into skills like curiosity, active listening, with the goal of listening to understand, not just respond. Opportunities to remove friction from the sales cycle, from the buying process so that it is easier for our customers, for our prospects to get the outcome that matter most to them. And certainly a unique ability to ask great smart questions. And the goal of applying all of those skill sets is ultimately to seek a win win outcome for us and for our prospects and customers. We can leave behind the old ways of trying to crush and tackle objections, and instead we can show up to conversations with that mindset of gratitude so that when we create a safe space for our prospects, for our customers to surface that frustration, that concern, that objection, we can respond with curiosity. We're in a position to ask great questions, and at the end of the day, we're in a position to deliver that win win outcome because we have great been able to help that prospect, that customer. So I cannot wait to hear what you learn throughout this objection certification with Sales assembly. And I'm so delighted to be your EIR during this process.
