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Good point, Jon. That’s exactly why I listen to prospects and do everything I can to identify why I won’t do business with them! This can take anywhere from 30 seconds to a couple of minutes.

After we’ve thoroughly discussed their concerns and how they can be solved to their satisfaction, I either leave on good terms or demonstrate how my product/service will address their self identified solutions to their own problems.

Here’s the problem with this tactic, I have to find another prospect to place the one I just fired! Too many salespeople hang on to prospects who may never buy from them in fear of finding ones who will!

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