Author:
Katherine Radeka
Source:

Key Takeaways:

  • Objections fall into three major categories: no time/money/resources, no need and no trust.
  • No time/money/resources is usually lack of perceived value, and can be defused with a stronger value proposition.
  • No need is usually fear of change and can be defused with a compelling reason to change.
  • No trust is usually fear of risk, best addressed with demonstrations of success and risk reversal strategies to reduce the potential cost of failure.
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