Is there a question or objection that you hope your prospect won’t bring up. Maybe it’s a recurring problem with your product or service. The best technique is to avoid the stress and bring it up, “defuse it”, before your prospect does. Handle it up front. If it’s going to be a deal breaker, wouldn’t you rather know now than after you spent the time and energy on your whole presentation and then having it come up? When you bring up the problem or issue upfront, you will not only look more credible to your prospect…selling will be a lot less stressful for you.
Dale Richardson
Certified Guerrilla Marketing Coach
DRCOP MARKETING
www.drcop.com
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