{"id":133049,"date":"2024-10-03t11:55:49","date_gmt":"2024-10-03t15:55:49","guid":{"rendered":"\/\/www.g005e.com\/?p=133049"},"modified":"2024-10-25t13:01:04","modified_gmt":"2024-10-25t17:01:04","slug":"bissett-bullet-who-is-in-control","status":"publish","type":"post","link":"\/\/www.g005e.com\/2024\/10\/03\/bissett-bullet-who-is-in-control\/","title":{"rendered":"bissett bullet: who is in control?"},"content":{"rendered":"

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today’s bissett bullet: \u201cresolving concerns is an area in which the new client process can easily collapse if handled incorrectly, but it doesn\u2019t have to be a showstopper.\u201d<\/strong><\/span><\/h3>\n

by martin bissett<\/em><\/p>\n

it\u2019s natural to feel a little helpless. notice how you put in all of that hard work only to hit a roadblock? notice that you keep hearing the same concerns? \u201cwe will do something with you, but not right now\u201d and \u201cwe need to think about this, we\u2019ll come back to you\u201d are two that you will hear time and time again.<\/span><\/h4>\n

in this situation, all the prospect is telling you is that they feel like they\u2019ve lost control of what\u2019s happening and are pushing back to regain that control. let them take it. control the process of sale so you know it\u2019ll happen and can forecast your growth, but remove their discomfort by allowing them to dictate the timescale.<\/span><\/h4>\n

today\u2019s to-do:<\/strong><\/span><\/h3>\n

understanding and resolving concerns is a specialist ability that takes practice to develop. prepare your responses to the examples above so you\u2019re not caught on the back foot the next time you hear them and are able to focus on convincing your prospect that it is in their commercial interest to make the move to your firm.<\/em><\/span><\/h4>\n
see more bissett bullets here<\/a><\/h6>\n

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learn more<\/a><\/figcaption><\/figure>\n

grow your firm in daily bite-sized steps on a budget<\/span><\/h2>\n