We explain the mechanism of “Consistency” and its impact on customers: Once someone takes a position for or against something, then they tend to look for, and find, reasons that reinforce that first impression. Therefore, the best way to manage an objection is to reduce the likelihood of it being raised.

We explain what we can do to anticipate objections and reduce their impact, and practice how to do so in different situations (and in your day-to-day cases).

Finally, we also explained and practiced how to go around objections, to prevent the client from positioning himself in the NO, and move him towards the yes.