Lee Kantor: [00:00:00] Welcome back to BRX Pro Tip. Lee Kantor and Stone Payton here with you today. Stone, in the sales conversations you’re having with people, how do you handle objections?
Stone Payton: [00:00:10] Before they ever come up is the absolute best way. Some of that as a product of experience. Some of that can be a product of research and studying a little bit about what is going on in their business before you ever talk to them, so that you can begin to anticipate some of their concerns or questions. But once you identify the one or two or three that seem to come up in every sales conversation that you have, if you know that’s going to happen, go ahead and get that out of the way early in the conversation and just address it straight up, right up front. So, that’s the best technique.
Stone Payton: [00:00:46] But overall, in terms of mindset and approach, it’s really about framing out the entire conversation so that you’re always telling the truth and that you are getting the truth from your prospect. If you tell the truth and get the truth, you can save yourself a lot of time and heartache chasing down objections that will absolutely drive you nuts. And in some other tips, we’ll talk about isolating and verifying the objections so that you even know that they really are a valid concern. But that’s the the overarching answer, answer the objection before they ever come up, tell the truth, and get the truth.
Lee Kantor: [00:01:28] Good stuff.