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RainToday.com's Podcast: Marketing & Selling Professional Services
Believe it or not, it's often a good thing when a client or prospect voices objections. It gives you an opportunity to ask questions and understand what the true issue is. Then you can explain and perhaps offer another solution and get them to say yes. As John Doerr, founder of RainToday.com and President of Wellesley Hills Group, explains in this interview, no doesn't have to mean no.
Listen as Doerr explains common mistakes services professionals make when they receive objections, outlines the most common client objection and how to respond to it, and gives an example of one of the best ways a firm handled an objection.
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(Note: It is a large file and may take several minutes to download)
Listen to the Recording:
(Time: 14:10)