Sales Judo: Master the Art and Science of Closing with Mark Kosoglow

So judo is the martial arts practice that uses someone's own energy against them. Right. So the idea is you can do the same thing with an objection, is you take the energy of that objection and you transfer it to back to the person for the answer. So if somebody says, hey, Mark, you know, I don't think that we can do because of price. Katie, like, I'm sure there's a lot of negotiations that you're in where you can't go down in price the way some. How do you handle that? And you just throw their question back to them. And I'm telling you, like, nine times out of 10, people will answer their own question. And you don't even overcome the objection. They overcome it themselves. Or at the end, you're just like, they offer a good solution and you just say, well, why don't we do that? And then it's their idea, and they're much more willing to do it. But like sales, judo is like a very subtle and awesome thing that people forget. Like, you don't have to give the answer every time. They can give an answer to their own question, and they will if you give them a chance.