Articles tagged with: objections
Making Change Work 3 & 4: The Problems of Change Management & Managing Resistance
In the literature of change management, there is no discernable use of the term ‘buy-in.’ In fact, in a search I did for the term I found one useage of it in the last 50 …
Price Objections Aren’t Price Objections
Recently, a CEO of a smallish company – a man familiar with my books - called me to do some work. Given the difficult market, he wanted to use Buying Facilitation™ to differentiate from his competition, and have his existing customers buy more product.
As …
Money Objections: It Is Never About The Money
After having several conversations with a new prospect and his team, we all decided to move forward and get them trained in Buying Facilitation™. As per our agreement, I wrote up a contract and sent …
