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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  April 07, 2011

Objections Please!

Even in this recovery, buyers are still careful with who they choose.  Sales cycles are still filled with plenty of twists and turns.  Objections pop up way more often than in the boom times.

How we approach objections is now a deal-breaker.  According to Mike Schultz at the RAIN Group, these protests are not a sign of resistance.  They are signs of engagements.  And because we see only the resistance, too many of us experts view objections as a sign of rejection or as a call to battle.  (Or a reason to think people are idiots.  I’m just sayin’…)

What Mike proposes:  get to the heart of the problem.  And he has some dang good ideas — along with a five-step process — for dealing with objections in this 22-page report.

When we take the time to get to the real issue, the doors to deals open wide.  Click here to check out his technique for going beyond rhetoric.  As for me, I’m turning over a new leaf.


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.