Chapter 5

Is the loudest critic really the biggest risk?

Người chê sản phẩm có phải người nguy hiểm nhất?

The chapter's question

What do I do about people in the account who dislike the product?

Big idea

A detractor who speaks up can still be saved; the silent ones are the real worry.

In this chapter

  1. Part 5.1

    Hearing the Real Reason

    Is that person opposing the product or opposing the change?

  2. Part 5.2

    Loyal to the Old Tool

    What does someone used to the old way need in order to change?

  3. Part 5.3

    Turning Objection Into a Request

    Which objections can be rewritten as a specific request?

  4. Part 5.4

    When Nothing Changes

    What do I record when someone still objects after many meetings?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Signer and the User is free to read right here.

Read in Conan School

Chapters of The Signer and the User

  1. 1.Who is my customer inside this account, really?
  2. 2.Does the org chart show who is on my side?
  3. 3.Is the account loyal, or just one contact?
  4. 4.Does the signer even care about the product?
  5. 5.Is the loudest critic really the biggest risk?