Join host and Harvard Business School Online Creative Director Chris Linnane as he sits down with HBS faculty to discuss business education in a way that’s both entertaining and insightful. The Parlor Room is your key to breaking down academic theory without sacrificing depth—all while gaining practical takeaways for navigating the business world.
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How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell)
MP3•Episodio en casa
Manage episode 461045989 series 2782528
Contenido proporcionado por Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
ACTIONABLE TAKEAWAYS:
- Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
- Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
- Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
- Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.
DAVID'S PATH TO PRESIDENTS CLUB:
- Senior Account Executive MM @ LinkedIn
- Account Executive SMB @ LinkedIn
- Sales Development Representative @ LinkedIn
- Creator Manager @ LinkedIn
RESOURCES DISCUSSED:
436 episodios
MP3•Episodio en casa
Manage episode 461045989 series 2782528
Contenido proporcionado por Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
ACTIONABLE TAKEAWAYS:
- Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
- Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
- Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
- Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.
DAVID'S PATH TO PRESIDENTS CLUB:
- Senior Account Executive MM @ LinkedIn
- Account Executive SMB @ LinkedIn
- Sales Development Representative @ LinkedIn
- Creator Manager @ LinkedIn
RESOURCES DISCUSSED:
436 episodios
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