CHAMPION MINDSET
Secrets To Overcoming Any Sales Objection
From A Former FBI Hostage Negotiator BY CHRIS VOSS
In the world of negotiation , there are two fundamental rules that can significantly enhance your success rate :
1 . Treat every stated objection as a counteroffer in disguise — an implied agreement and a cry for help .
2 . The stated objection isn ’ t the real problem ; it ’ s just a blockage for an underlying emotional issue .
Let ’ s explore these rules and see how they play out in real-life scenarios .
Every Stated Objection Is A Counteroffer In Disguise
In 2003 , Dwight Watson held Washington , DC , hostage for three days . He had driven a tractor onto the National Mall and claimed
28 | MSPSUCCESS . COM