Disagreements rarely lead
to sales
so how do you disagree with a prospect
without getting into a disagreement?
“If you ever say
“You’re wrong,” or “the truth is” or “no,”
you’re starting a confrontational dialogue
and you will probably be perceived
in a negative light.
Practiced self-promoters give
the other side
an escape hatch.
They use language that starts with,
“That’s really interesting. My experience is …,”
“I once observed …,” or
“I have heard of a situation…”
In every instance,
they are giving the listener an opportunity
to hold on to their own story
while deflecting the potential for conflict.
This allows the listener to “save face,”
to still have confidence in themselves,
to be non-defensive and
be influenced by or
integrate their experience
with the speaker’s knowledge.”
Give your prospects
an escape hatch
and keep the sale alive.