In Business, Honesty Is Not

I remember a conversation I had with a colleague of mine several years ago. I told him that I was frustrated because I knew that I could help several of the people I had recently spoken to, but none of them decided to work with me. We talked about handling objections in a sales conversation. One of the things he shared with me was that I needed to tell the truth, to call people out if necessary and not hide behind being nice. It was really good advice and it made a dramatic shift in the effectiveness of my sales conversations. Shortly after speaking with my colleague I got an email from someone who had decided not to work with me. The reason she gave me was money. With my new tool of complete honesty, I responded back. I don't remember exactly what I said, but my response was based on the conversation we had. It was what I truly believed was going on. I wrote something along the lines of "I believe the reason you are saying no has nothing to do with the money but rather because you are afraid." X42dFF0z
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