A Member Spotlight on John Tiechow of Top Rail Fence Ann Arbor

Whether selling fencing, financial services, marketing, or anything in between, many of the same objections come up. How do talented professionals handle these, ethically staying on the persuasion side of the fence, away from verging into manipulation? This week at Border to Border Business Connections John Tiechow, owner of Top Rail Fence Ann Arbor delivered a sharp and relevant presentation on how to confidently navigate one of the most common challenges in sales—customer objections.

Anyone in interpersonal sales for any period of time has heard one or more of these:

• “It’s too expensive”
• “I need to talk to my spouse”
• “I’m getting other estimates”
• “You’re booked too far out”
• “I need to think about it”

Rather than seeing these as dead ends, John encouraged us to treat them as starting points for stronger conversations. Oftentimes, especially with relative strangers, finding true motivating factors can take some kind communicative efforts.

🧠 Communication Components

John shared a set of communication strategies that can make all the difference when facing pushback:

• Clear explanation – Articulate the scope, timeline, and value of your service
• Positive framing – Reposition challenges as manageable or beneficial
• Active listening – Really hear what the client is concerned about
• Ask great questions – Guide the conversation to clarity and confidence

📚 Knowledge Components

He also emphasized that preparedness builds trust. Knowing your subject inside and out gives you credibility and keeps conversations productive. Disciplines to master often include:

• Material knowledge – Understand your product’s features, options, and pricing
• Installation expertise – Be able to speak confidently about process and expectations
• Territory awareness – Know local nuances like HOA regulations or site limitations
• KNOWLEDGE IS POWER – The more you know, the easier it is to handle objections calmly and confidently, or to identify if sometimes this prospect is also not the right client for you.

John’s thoughtful, non-pushy approach to client conversations reflects the values of his business — and of our group. He’s not just building fences. He’s building trust.

If you’re in need of fencing and looking to work with an honest, knowledgeable professional in his trade, reach out to John Tiechow at Top Rail Fence Ann Arbor. We trust that you’ll be happy with your choice!

If you’re looking to grow through meaningful business connections, come visit us at Border to Border Business Connections. Guests are always welcome.