1: The prospective client says, “The motor is too loud.”

Or, “I don’t like forest green.”

She is objecting to the noise of our product.  Or, the color.

“Rainmakers welcome customer objections,” Jeffrey Fox writes in How to Become a Rainmaker, “because they know objections are simply the way customers express their desires.”

When we’re told: “Your price is too high,” we know our prospect’s objective is to … continue reading