Redirect Your Prospect’s Focus

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When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern or objection during the negotiation. It’s your job as a sales professional to migrate the discussion away from that concern or objection and toward something that is more positive and productive. One of the tactics I teach in all of my efficiency-focused sales trainings is how to use certain words and phrases that move the prospect’s focus from whatever the roadblock might be to a new perspective that will help frame the value proposition under consideration in a more favorable light.