Softening statements acknowledge

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So the next time you hear customer objections like, “It’s too expensive” or “I’d never be able to sell that to my boss”, take a page from pandemic politics and use a tool known as a softening statement to diffuse their emotion. As I discuss in Chapter 7 of my book, this non-confrontational way of introducing a response to an objection begins with acknowledging and empathizing with the objection. E.g. “I completely understand.



Times are tough and no one wants to spend more oman cell phone number list money than they have to on a solution like this….” the validity of the objection and act as a calming mechanism. It lets the customer know that their concern is valid and legitimate, and it makes them more open to listening to you. Related article: 3 Objection-Handling Lessons from Pandemic Politics 6. The best sellers lead their customers into the future Salespeople are problem-solvers.



But the best ones not only focus on helping their customers define the solution but the problem itself. As someone who spends all day, every day speaking to like-minded customers about their pandemic challenges, you’re in a unique position to save your buyer’s a ton of time while adding tremendous value by sharing what you’ve learned along the way. Today’s customers often have complex and hidden problems they haven’t fully crystallized. In my book, I refer to these as Unknown-Unspoken problems.