The Elephant in the Living Room

It can happen to anyone and it does.  In the course of our business, sometimes we make a mistake and fail to rectify it.  Other times there is an issue at hand, be it personal or cultural that cause us to respond in less than stellar ways.  Or, maybe you’re new and have inherited someone else’s mistakes.

 

Over time, this can lead to not only loss of business but also loss of trust.  When that happens, overcoming objections and landing the sale is all but impossible. What do you do?

 

According to Sonia Simone in her blog post, 101 Ways to Make More Sales Online, you might need to address the “elephant in the living room”

           

Sonia asks,”…Is there a major objection that you haven’t addressed because you just don’t want to think about it? You’ve got to face all inconvenient truths head on. Don’t assume that if you don’t bring it up, it won’t occur to your prospects.”

 

Trust me. If there’s been a disconnect and your clients have even the slightest objections, take the time to ask them the hard questions and be prepared to hear the truth and act upon it.