Nicolas Cole explains how to handle client objections by asking probing questions first to uncover the real concern underneath. Most salespeople jump straight to explaining, but the move is to let the prospect articulate what's actually blocking them, then address that specific barrier.
The way you overcome objections is by asking questions, and you should only start to explain something and educate the client once they have told you what the answer is, because the objection they're giving you is not the real thing. You have to ask clarifying questions to get to the root of what's actually going on. What faulty belief do they think is true? What are they afraid of? What do they think is more important than this thing I'm proposing? You want them to tell you the answer before you start explaining or educating them.
What Every Writer Gets Wrong About Their Audience #writing #creator #writingtips
