Comments: Malone addresses one of the more common stumbling blocks all animal health pros face when experiencing resistance. These experiences drive a desire for answers to:
- How do I handle “NO?”
- How do I overcome objections?
- How do I deal with difficult people?
In this article like others, Malone drives home the need for leadership regardless of your role or position in animal health.
Objections are not a catalyst for argument or debate”
Malone writes:
Think of resistance/objection as your client saying, “I cannot catch up with your confidence. This (the point of resistance) is standing in the way.
Can you help me?” Any resistance/objection now is seen as the client asking for your help and that should change your entire approach.
Source: Vet-Advantage, June 2020. Link. Remember first change your mindset – see resistance or objections as your customer is saying I cannot reach confidence, can you help me? Then change your approach by acknowledging and probing to understand the situation from your customer’s perspective.
INSIGHT: To really understand your client’s resistance, you must temporarily suspend your agenda. You must let go first. That is why it is called leadership.