Raise The Yellow Flag!

It’s your responsibility as the seller to raise the yellow flags. What are yellow flags? They are those objections that customers usually raise–but in our method, it’s up to us to raise.

If you are going to control the sales process–which you should–then you have to be the one raising objections. The person with the power in the sales process is the one with the objections. That’s why we teach salespeople never, ever try to overcome the prospect’s objection.

Instead, think of all the things that could get in the way of the sale and make that your Yellow Flag List. Not talking to the right person? Yellow Flag it. Never bought from you before? Yellow Flag it. They haven’t convinced you they really have a problem worth solving? Yellow Flag it.

Stop using the old selling system of Persuade, Convince and Defend. Instead, be more discernng about who you work with. Make them come to you!