Sales and business development
Objection handling
Take an objection seriously enough to find out what it is.
A client raises a reason not to proceed.
The shape
- Listen
- Clarify
- Acknowledge
- Respond
- Verify
A worked example
- Objection
- We are happy with the current system.
- Clarify
- What works particularly well for you today?
- Acknowledge
- That makes sense.
- Respond
- Where we might add value is not replacing that system but automating the manual step around it.
- Verify
- Would that be worth exploring?
Built from
An application framework is a package. These are the reusable shapes inside it.
Mostly serves Connection, and reaches into Message and Presence.
A framework tells you what shape the answer takes. It cannot tell you whether shape is what you are short of, and for most people it is not. Which one is yours, and whether a framework is the right instrument at all, is what a Discovery Call is for.
Take the AssessmentOr read the whole glossary first.