There have been times over the last 31 years that I have found myself coaching good people about challenges that they seemed to deal with repeatedly. They had good hearts and an excellent work ethic, but found themselves getting similar objections from their prospects on a regular basis.

The great Zig Ziglar always said, “If you repeatedly get an objection at the end of your presentation, learn to handle that objection during your presentation.”

Albert Einstein said that the definition of insanity is doing the same thing over and over expecting a different result. S. Anthony Iannarino states it a little differently in a great post on learning to get out of your own way.

It’s a great read.