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On Objections and The Art of Strategy

The Art of War, written over 2500 years ago, remains the definitive treatise on strategy in all areas of life. Contrary to common belief, the writings were about preventing war by preparing for war. Sun Tzu wrote his words at a time when his land knew nothing but war for over 100 years.

He wrote:
"In the practical art of war, the best thing of all is to take the enemy's country whole and intact; to shatter and destroy it is not so good."
There is a huge lesson in that for those who truly seek to understand Objections in selling.

In contrast to popular sales lore, you don't overcome objections. You transcend them. In the selling process, the best salespeople transcend the objections by weakening them--not destroying them.

Simply put, we show them that the pluses of moving forward outweigh doing nothing. - by Gary A Boye
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