Recommended - Get It Now
A book I read some years ago called, “No Lie, Truth Is the Ultimate Sales Tool”, by Barry Maher (not to be confused with Bill) teaches a technique called “making skeletons dance.”
In essence, you learn to re-evaluate and re-frame perceived negatives by expanding your awareness of the issues.
This sounds like typical salesperson double-talk, I know, but I highly recommend this book. It has aided me a lot when writing scripts for clients with difficult objections to overcome.
In any case, I thought I might apply some of the thought process I learned to a common situation in my business.
