Having watched the lecture on overcoming objections and closing the deal, we shared some interesting insight about how often (and how easily) people give up. For example, 44% of people give up after just 1 "no," or after 1 objection. As a former sales representative (and now a sales coach and professor), I like it that so many give up so easily, because I am now convinced more than ever that it is persistence that could pay off here (whereas many others give up). So, the main

questions for the week:

How many objections do you usually hear before you give up?

Why do you tend to give up when handling objections?

One way to look at objections is a prospect's lack of understanding of all of the ways the product/service/experience will benefit them. What is one way to help a prospect see the benefits they didn't initially see?

In other words, when you are given an objection, how would you turn things around and convince the prospect that the product/service/experience is right for them and beneficial overall?