Transforming ‘No’ to ‘Yes’

Here’s What to Do. In our last post, we covered the money excuse and the difference between features and benefits. We also touched upon the art of overcoming objections. Now, we’ll continue with more on objections, outcomes, and effective techniques. The Art of Transforming “No” into “Yes, Please!” If you want to overcome the money excuse, you’ll need to adequately define the value you’ll add and what payoffs your client can expect to receive. This is a subtle technique and there’s … [Read more...]