The prospect has been inundated with many offers. Yet, they are taking time from their day to listen to your offer.
(Sell Yourself. Sell Brand. Sell “Special”. Sell Need)
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The prospect believes that many products are the same, and they have no interest in spending more money than they should.
(Create a Difference…Find a Difference)
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The prospect does not understand that your product provides more value at less of a price. If they do understand, they don’t know “how” your product can do this.
(Demonstrate state of the art…)
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The prospect wants to be sold on every call. The prospect may not know it. (Demonstrate Value, Price, Customer Service, Reliability, Passion)
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The prospect doesn’t understand what you are talking about.
(Demonstrate Mentoring…Demonstrate Knowledge…Show them the way)
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