The isolation

I find that when you isolate the exact problem that’s preventing you from moving forward with your prospect, there are few excuses they can really rely on.  As a very specific isolation example, if a prospect has an issue with your price point, the following responses are helpful. “Just so I understand, are you saying that price is the only thing that is preventing us from moving forward?” If the answer is no, it give you a chance to see what other problems there are.  If the answer is yes, I would follow up with “So does that mean that if the price was more flexible for us both, we will be working together?”

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