today’s bissett bullet: “resolving concerns is an area in which the new client process can easily collapse if handled incorrectly, but it doesn’t have to be a showstopper.”

by martin bissett

it’s 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? “we will do something with you, but not right now” and “we need to think about this, we’ll come back to you” are two that you will hear time and time again.

in this situation, all the prospect is telling you is that they feel like they’ve lost control of what’s happening and are pushing back to regain that control. let them take it. control the process of sale so you know it’ll happen and can forecast your growth, but remove their discomfort by allowing them to dictate the timescale.

today’s to-do:

understanding and resolving concerns is a specialist ability that takes practice to develop. prepare your responses to the examples above so you’re 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.

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