Objections

By Adam Boyd | July 6, 2023

The Problem of Objections   It was the same conversation I have all the time: “I need my people to be able to handle objections,” the managing partner said. “Why’s that?” I asked. “They just can’t handle them. They don’t know what to say. Can you help them with that?” “I mean, I can do…

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Changing the Conversation, From the Beginning

By Adam Boyd | June 21, 2023

  I had a problem. Customers wanted training. They’d pay for training. I knew they needed something else. It would take longer, require more work and money, but deliver a 5x greater likelihood of a positive outcome. Training would be part of it, but not till after we’d looked at their market, hiring, management, compensation…

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