Katherine Radeka

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.
To view the files for this resource, please create an account or log in.