I just don't spend much time in rebuttal or anything that's to do with over coming objections.
Story: when I began my business which is in nutritionals in direct selling/network marketing eleven years ago, I began to study: over coming objections, mirroring behavior, linguistic techniques, closing techniques. I was becoming a student of sales for the first time in my life and I was proud of myself.
AND I began to learn everything I could about nutrition - this and that combination of this and that, variations of this and that, studies and trials on this and that - I was becoming a NutritionalLaymanExpert.
THEN fully armed with a head full of ideas I attacked the field and began prospecting like a mad man - like my hair was on fire. In that attact on life I debated, argued, mirrored, rebutted, overcame objections AND applied multiple closing techniques.
Simultaniously I executed a direct mail campaign mailing two dollar packets of brochures, CDs - you name it - to people at random, people I knew, and even a purchased list of so called "prospects."
A year and a half latter I had lost money and time and confidence and self esteem - I was a looser. Big bummer.
That's when I began to listen to what I'd been told all along, I read a book that began to help me discard most of my baggage, and over the next few years got my sanity back. Success was also coming along.
Everyone's got a story to tell and that is part of mine. Today I don't rebut or overcome - I've rebutted and over come all that in myself - so I don't need to do it any more.
It's just not part of my life and I still make sales.
MitchM
