today’s bissett bullet: “if a prospective client objects to something in our proposal, that’s exciting. objections show that they care and are considering using us.”
by martin bissett
let’s redefine terms. let’s say that an objection being raised is actually better phrased as a concern being raised, and that we are in the business of resolving concerns to the satisfaction of the potential client.
when viewed in those terms, objections do not seem so scary. we can return to the true job of talking with another professional (in the form of our prospective client) to reach an agreement as to whether we should work together or not.
to read the full article
