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Episode 58 - Psychology of Objections Continued...
After a rant about Philly Cheesesteaks and Gourmet Grilled Cheese, Kurt and Steve continue to break down the psychology of objections. Undestanding what's happening to your prospect mentally will help you overcome objections faster and many times, avoid them all together. A study done by Knox and Inkster shows us that people tend to justify and feel more confident in their decisions AFTER they have made them. So if your prospects are not at least subconsciously making a decision to do business with you, they are looking for reasons to NOT do business with you This essentially comes down to…
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