By Tibor Shanto
I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day. However, like working out, those of us willing to get up at 5:00 AM to get ahead of the day, we work through the routine adding sets, increasing pounds, and more. As with most things in prospecting and sales is the same, to develop a routine you can and willingly implement. The goal is to understand and develop means of dealing with the inevitable, not waste time or energy trying to avoid.
Most people have so much on their plate, they mostly try to get through calls, only dealing directly with the important ones, and a prospecting call is rarely one of those. They stay close to the centre line, follow a path and aim at getting through the call with