beware of the but law
In all things Sales, BUT is a word not to be used. It’s bogus, bullshit or boring. Transform your language and eradicate it completely. When customers or Staff mention it, focus on what comes before the BUT in the sentence – not what comes after it. The objection after the BUT can be valid and need some discussion, but don’t be drawn in there. Cover the positive outcome and then gently cover any objections. Always keep your head above the positive line and don’t fall foul of the BUT Law! Remember this is a great law, BUT…