The Role of Community Events in Building Relationships With Leads

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In Toronto, where I live, the pandemic included nearly daily press conferences held by the Premier of our province, Doug Ford. Like any politician, Ford was constantly bombarded with questions, objections, and criticism. And yet, despite the onslaught, like others in his shoes, his response to the crisis actually boosted his popularity.

Indeed, during these media events, Ford gambling data america consistently demonstrated critical and nuanced sales lessons in the way he responds to pointed questions. Here are three of the most powerful tactics from those objection-laden confrontations that you can incorporate into your sales motion:



1. Acknowledge and Empathize
Objections present opportunity for confrontation. This is certainly true when Salespeople hear things from their buyers like, “it’s too expensive” or “that will never work here!” But it’s doubly true when politicians field questions that are designed to intentionally provoke them. Ford and other master objection-handlers avoid these confrontations by using a tool known as a softening statement. As I discuss in Chapter 7 of my book, this non-confrontational way of introducing a response to an objection begins with acknowledging and empathizing with the objection.