Showing posts from December, 2020

General Strategy to Negotiate Unanswerable Objections

The primary source for the objections you get come from your competitors' strengths. So, when you're conducting or updating your competitor analysis, it's not uncommon to come across competitors' strengths that are difficult to neutralize using a similar strength you can offer. Objections you cannot directly neutralize (yeah, we do that too), become the "unanswerable" objections. To counter the weight of these objections, you'll need to identify which of your Unique Selling Points the customer would take to offset this competitor's specific strength. Like a balance scale, you have to continue adding your USPs to your side until the value they bring tips the scale in your favor. How To: All the trade-off negotiation "phrases of persuasion" are based on some combination of the "either-or" questions or the "this or that" type questions. For example, "Do you want this (something you can't provide) or that, tha