• Nick Forgham

Black Belts Don’t Block (Objections)

In sales we can find ourselves in a situation where we have to deal with an objection. Someone is resisting against something that we want, or they are offering a different point of view from ours.

We then have to deal with the objection. We have to block, so it does not hit home and the possible sales turns into a no sale.

But in a fight Black Belts don’t block. There is no objection to overcome.

Black Belts use the concept of Ken No Sen, which means we have the courage to raise the possible objection before the other person raises it, or perhaps even before it has come up in the mind of the other person!

This shows confidence and rapport, in that we are thinking of them. So we could say something like “If I was you, right now I’d be thinking that the pricing is too high” (as an example). And then go on to give your reasons why the pricing is right.

Or in a job interview, you could say “If I was you I would be thinking their last job is not that relevant to the role advertised, so let me tell you some of my duties and achievements that are very relevant to why I am here today.”

Used correctly this is a very effective strategy, because it is pro-active.

Do what Black Belts do. Be pro-active, have courage and use the concept of Ken No Sen and take the fight to the enemy.

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