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When a prospect utters the words “I’ve had a bad experience in the past,” sales professionals often feel their hearts sink.
This objection represents one of the most challenging hurdles in the sales process because it’s rooted in actual negative experiences that have created emotional barriers and eroded trust.
Unlike objections about price or timing, which can be addressed with logical arguments or alternative offers, bad experiences have created lasting impressions that can’t simply be reasoned away.
These past disappointments have likely reinforced skepticism and defensive postures that make prospects particularly resistant to similar solutions, regardless of their potential value.
