ACTION 5: ASK FOR AND WORK THROUGH OBJECTIONS WITH STOP, DROP, AND ROLL™

The final Action in the Facilitate step of WIIFT is to ask for and work through objections with a strategy called Stop, Drop, and Roll, the topic of this chapter. As you work through Facilitating the match of your solution to the buyer’s POWNs, it’s natural that this is when the buyer will think of and express questions . . . and objections. And believe it or not, that’s a good thing.

We can’t work through objections if we don’t know about them. Give your buyers the opportunity to discuss them by asking if they have any objections, concerns, or questions.

Asking for objections may seem like we’re giving buyers an opportunity to slow down or stop the sale. Maybe you’ve been ...

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