Comments on: Where do objections come from?

By: Getting situations to shift « Real. Smart. Now.

Getting situations to shift « Real. Smart. Now. — Wed, 22 Jul 2009 01:35:46 +0000

[...] ~ Where do objections come from? [...]

By: Dr Wright

Dr Wright — Sat, 18 Jul 2009 13:02:19 +0000

When talking to a buyer, you have to listen and make sure we understand them and yes, pushing your own agenda does make them have objections. Vaguely about being sold to, which they then turn into an actual objection.

Dr. Letitia Wright
The Wright Place TV Show
http://wrightplacetv.com
http://www.twitter.com/drwright1

By: Andrew Lightheart

Andrew Lightheart — Wed, 15 Jul 2009 23:27:24 +0000

Hey Chris

Yeah, it’s pretty easy to forget that when we’re communicating with someone, we become part of the same system.

Some of the outputs of that system are then our responsibility. But because we’re so used to them happening consistently, we don’t realise it might be because of our consistently ineffective approach.

Thanks for the comment – look forward to more…

By: finiteattentionspan

finiteattentionspan — Wed, 15 Jul 2009 17:10:22 +0000

Hi Andrew

Nice post

I see a ready parallel here with teaching and learning: in order to teach someone, you need to reach out to where they are right now, or they simply won’t understand (or remember) the thing you told them, because there’s no appropriate context in their current cognitive state. Likewise, when selling something, if you can’t talk to the buyer’s current emotional state, they’re not going to be able to picture themselves wherever it is that you’re trying to get them.

I think of teaching as a process where you go to someone’s side and show them where they could be and then help them get there; it makes total sense to me that selling ideas (such as in teaching/training) and selling goods or services is essentially the same process.

Thanks; these are good things to be reminded of!

Chris