Ep 122: Mini-training "The Empathy edge" Pt 1: Three fears
The features, the outcomes, the benefits: yes, sure. But what about the your buyers worries and fears and concerns? Doesn't it just suck, when they show up at the end as objections, and then they scupper the sale?
Yes, that sucks. Which is why asking about their fears brings out objections early on, and then you get to deal with them as you go along.
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Get a short and helpful daily email at https://martinstellar.com/nice-people
Yes, that sucks. Which is why asking about their fears brings out objections early on, and then you get to deal with them as you go along.
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Get a short and helpful daily email at https://martinstellar.com/nice-people
