The objection you got at the end was built at the start

Late-stage objections are usually not new information. They are the first visible symptom of something the sales process skipped weeks earlier.

By Steve 5 min read
Abstract bridge artwork for The objection you got at the end was built at the start

A deal reaches the final meeting. The buyer has seen the proposal, the references, the implementation plan. Then: “It’s more than we expected to spend,” or “We’re going to revisit this next quarter,” or “I’ll need to run this past our finance director.” The instinct is to treat this as a live objection to be handled, to prepare a better answer, a sharper justification, a concession held in reserve for exactly this moment. That instinct is usually misdirected. Objections that surface at the end of a sales process are rarely…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

More on Growth strategy

Scroll to Top