Pushing back on a prospect can be difficult, especially for salespeople with lots of need for approval. If you are one of those who finds it difficult to disagree with an assumption the prospect is making or the decision they are about to make, then you need a way to push back without triggering your own self-limiting beliefs. It’s a very simple technique. All you have to do is ask the prospector permission to push back. It might go like this. “I understand what you are saying Frank. But is it OK if I push back a little?” That is all there is to it. This simple technique has the power to change the direction of your sales calls and have a dramatic effect on your future income.
