Written By: Jeb Blount
Love your books! Just bought and read your book on Objections. In the red herring section you talk about defaulting to ignore. How would you go about responding to the red herring objection “the last time we used your company we had a terrible experience”?
When your prospect says something like this, it feels like you need to either apologize or defend yourself and your company.
Before you make that mistake though, consider this: If they had such a poor experience why are they meeting with you?
The fact that they are meeting with you is exactly why this is a red herring that you need to ignore.
When you are in initial meetings with prospects and they hit you with “the last time we used your company we had a terrible experience” do this:
Learn more about handling tough sales objections in Jeb Blount’s best-seller Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No
Jeb Blount is one of the most sought-after and transformative speakers in the world…
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