I no longer find the language “overcoming objections” as useful as it once was. It is more often true that we are really resolving our client’s concerns. The challenge is that they don’t always present their real concern. Here is how to listen to what is really being said so you can help your client gain the confidence to move forward.

You can find more language like this in The Lost Art of Closing and much more in Accelerator.

Post by Anthony Iannarino on September 3, 2018
Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
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