Cycles and have to deal with

[Shishirgano9]

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! Maybe you have one of the more expensive solutions on the market and have to routinely defend your pricing. Perhaps you work for a boutique firm or startup and constantly deal with questions about your size, youth, or perceived lack of experience.



Or maybe you’re constantly coming up against the same namibia cell phone number list competitor in your sales non-stop questions around feature comparisons and landmines that have been set for you. The good news is, there’s a powerful objection-handling tactic that can not only help you overcome these barriers to winning more business but help you side-step them altogether. It’s called inoculation. What is Inoculation? Inoculation theory is a concept that was first developed by social psychologist William J.



McGuire in 1961. His goal was to explain how to keep existing attitudes and beliefs consistent in the face of attempts to change them. In practice, the theory works in precisely the same way as vaccines do to protect us against the ill effects of certain diseases. By exposing the body to a weaker form of the disease, we train our immune system to recognize and attack the real thing should it appear in the future.