Jeb Blount

Analyze your product and service delivery strengths and weaknesses. Review or define your competitive advantages and the value you bring to the marketplace. Look for commonalities among your best customers. Analyze the deals you are closing and gain a deeper understanding of trigger

It is in this context that we must accept that objections are emotional. Understanding this is important, because when you try to resolve an objection with logic, without first considering its emotional origin, it's like arguing with a wall.

Unlike emotions that are activated without your consent, self-talk is completely within your control. You make the choice to think positively or negatively. To pick yourself up or tear yourself down. To see a glass half-full or half-empty. To be aware or delusional.