- December 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m exposing myself to criticism again today.
It seems that each time I use a political example, I’m attacked for making a political statement. However, I never made a political statement on this blog. I simply use examples, from both sides, to illustrate sales lessons. If you don’t need proof, scroll down to the last 2 paragraphs for today’s examples.
As you read these, ask yourself whether I’m taking sides or simply pointing out good and bad things the politicians do and subsequently apply those lessons to selling. Exactly 8 (including today) of the 985 articles, which I’ve posted to date mention politics or a politician. By my count, 3 were favorable for Obama, 1 for Ann Romney and Chris Christie, 0 for Mitt Romney, and 3 that were unfavorable for Obama. Can’t get any more balanced than that!
Examples of Addressing Objections
With those examples out of the way, now I’d like to share a 10-minute video clip of Bill Whittle. This is NOT a political statement on my part. I’m simply sharing HIS two examples of how Romney and Obama should have responded to their critics. Bill’s speech is to a conservative Republican audience. Forget the politics. It isn’t about that for me. Just get the lesson on how objections should be addressed! The point was that both Romney and Obama went on the defensive and attempted to hide information, and confuse people with their spin on the facts and history.
These are GREAT examples!!! In the clip, Bill handles the objections (in Romney’s case – “you’re too rich and can’t relate”; and in Obama’s case – “Benghazi was a disaster”) head on and aggressively took responsibility for what both were accused of. While it is still advisable to ask questions to better understand the objection, at some point either the original objection or the newly uncovered concern must be addressed. It doesn’t get any better than this. It’s worth the 10 minutes that it will take to watch.
Thanks to Rocky LaGrone for passing the clip along to me.