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Initial Resitance: I Only Have 30 Minutes

Does this sound familiar... Your prospect has agreed to an appointment, you arrive on time, take a seat, and then he tells you: "I only have 30 minutes for our meeting." I'm sure this has happened to you before, and I'm also sure that it will continue to happen for as long as you participate in the profession of selling. How you respon[read more]

Overcoming Initial Resistance- We Just Want the Price.

Your prospect tells you "We Just Want the Price." Before you respond with logical reasons that they should know your product first, remember, you are not responding to what the expression of initial resistance literally means, but to what the prospect is thinking he is accomplishing by saying it. Here's how.[read more]

What ‘We’re Not Buying Today’ Really Means?

Could it be that "We're not buying today" really means something very different that we are not understanding? Something that if we did understand would help us to respond to what they really mean rather than to what they are saying and in doing so help us help them to own our product? Yes it does, and here is what that is.[read more]

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One-Call Close Sales Training CD’s

Learn the One-call Close Successful selling starts with a successful selling system and none is proven to be as effective in teaching the one-call close as The [more]