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  CONTENTS >> THE ART OF SALES   Sep/Oct 2008
 
EXECUTIVE SUMMARY

Helping People Decide

How to Turn No's into Money

By Jeffrey St. Laurent



Most people want our product or service but have challenges deciding. The inner conflict that creates objections is rooted in the fear of making a bad decision. Essentially, the objecting person is saying, “I want to buy, but you have not shown me enough value to decide now.” Most objections are questions in disguise.


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