Nicolas Cole explains how to handle objections by asking questions instead of defending. Rather than convince the prospect directly, guide them to articulate the problem and benefits themselves, which keeps you in control and makes the pitch more persuasive.
My favorite way to overcome any objection is when someone tells me, "I don't think this will work," instead of defending and trying to convince them of something, what I do is I do the opposite. And instead I go, "Okay, I need them to understand how this works. And the only way they're going to understand it is if I ask them questions where they have to say the answer." I am like very slowly walking through the thought process and I am getting them to tell me the answer. So then by the time we're done, it's like, you told me You told me that this is a problem. You told me that you would be better off if you did this. That's what allows you to maintain so much control over the conversation. But where people go wrong is they fall into the opposite. The client says no or I don't believe this, and then they start defending. They start trying to convince. That doesn't work.
What Every Writer Gets Wrong About Their Audience #writing #creator #writingtips
