If the outcome your prospective client wants exceeds the amount of money they can invest in obtaining it, something has to change. Either the outcome has to change, or the investment has to change. As it stands, they are in direct opposition to…Continue Reading
Sometimes you can make selling feel like a battle of wills. You can get wrapped around the axle, becoming so attached to the outcome you want that you end up doing more harm than good.
For example, you expect objections when you ask for a…Continue Reading