Objections Are Only Concerns

What is an objection?
An objection is a concern your prospect has.

What is an objection not?
An objection isn't a rejection of you.

What do most salespeople do with objections?
Most salespeople react to objections off the cuff without working to uncover what the objection actually means.

What shouldn't you do in response to an objection?
In response to an objection, you shouldn't persuade with logical facts on why your solution is good for them.

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