Finance expert Mike Periu on an innovative way to handle client complaints, known as Verbal Aikido.
December 11, 2012 In the course of running a business, owners continually deal with objections. Potential customers object to the terms of an agreement, existing clients object to prices and financial partners object to requests for additional funding. According to successful entrepreneur, professor and author Conor Neill, we are not taught how to deal properly with objections. Our schooling teaches us to always give an answer to a question. This isn’t the way to deal effectively with objections. Instead he recommends responding as follows to an objection: Say “I understand” then rephrase the objection in your own words and ask a follow up question to gain insight. According to Neill if we simply give an answer to an objection like “Your price is too high. Can you lower it otherwise we can’t do business” we shut down the possibility of learning about what’s really going on. He calls this technique Verbal Aikido.
Who is Mike Periu?
Mike Periu is the President of Proximo, LLC, a company that markets education and training programs to small business owners, entrepreneurs and consumers.
Mike Periu has been interviewed over 500 times for broadcasters including CNN, NBC TVE, RTE and others. Mike is a contributing author to OpenForum, Yahoo! Finanzas and the Huffington Post.
Mike graduated from Georgetown University in Washington, DC. His degrees are in Finance and International Business. In addition to his work Mike is also on the Board of the Council for Economic Education.
Learn more about Mike Periu
Mike works with small businesses to teach them about finance and management. He started Proximo, LLC, a company that offers small business education and training services focused on finance and technology.
Periu also writes for OpenForum, Yahoo! Finanzas the Huffington Post contributor.
Mike went to Georgetown University where he studied Finance and International Business. He also serves on the Board of the Council for Economic Education and was a Fellow at the Kauffman Foundation.
