Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash. In this episode:
- The prospect is NOT always right
- What if the opposite were true? Technique
- How to address the fact that the prospect may be their own worst problem
- Are you screaming to your prospects that your time isn’t valuable?
- How to qualify without letting the prospect know that’s what you’re doing
- What to say for a last-second check to see if you should walk away
- A great line to check with the prospect if you are wasting your time
- How to make sure you know what the prospect means
- A great question for the budget issue
- Favorite Sandler rule for redirecting prospects’ head trash
- Best attitude, behavior, and technique for redirecting prospects’ head trash
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