My husband Roger is a terrific role model for using the sales techniques I’ve been writing about. When we started dating, he knew himself and what was most important to him. He took the time to listen to me and learn what my priorities were. Roger met my daughters and father and never balked at the occasions when I was called to give them my time and attention. He noted that I liked Wayne Brady and went out of his way to get us tickets to a supposedly sold-out show, which ended up being a turning point in our relationship.
He was really good at overcoming objections, another critical sales technique. On that pivot Wayne Brady date, Roger gave me his sales pitch, telling me we’d be good together and that life was easier with a partner. He knew that maintaining a home on my own was challenging. He said that although he would retire before I would, he could then help me with my business. Knowing wellness is my passion and that I was concerned about our age difference, he stated that he was in excellent health, got a physical every year, and worked out three times a week. Roger had discovered we had a lot in common, and he persisted with me until I could see it, too.
We can’t overcome objections until we know what they are. Rarely do people tell us early on and specifically what they object to, often because they’re not entirely certain themselves! This is all part of creating emotional intimacy and a lasting relationship, and it takes time and some effort. Next week I’ll tell you about a man who was willing to pay the price and was rewarded for it.