Re: Overcoming Objections

"Mark A. Richman" <[EMAIL PROTECTED]> wrote in message
news:[EMAIL PROTECTED]
>
> What's the best way to overcome objections with a prospect, with
> respect to lack of experience in their vertical [market]?

To gain knowledge and experience in their vertical market, of course!

> I can cite projects
> in other verticals, but that may not satisfy them.

Let me see if I understand. You used to fix cars, but now you want to fix my
TV? Sorry, but my TV is not broken. Please set the screwdriver down and back
away from the microwave :)

> Ultimately, this
> comes down to establishing trust with the prospect. I want to present
> myself as a peer and potential partner, and not a salesperson or
> sycophant.

Like Scott say, you need to say what it is you're talking about in order to
get specific advice. Most importantly, if you aren't brining knowledge in as
part of the bargain, then what value do you bring in to the deal?

Mike