What do you say when your prospect makes a negative statement about a previous purchase? Try this: Look your prospect in the eye and quietly say, “In retrospect, Mr. Prospect, I’m confident that most of us would make some of our decisions differently if we could make them again. However, at the time you made this decision, under the circumstances which existed at that moment and with the information you had at your disposal, I’m confident that most of us would have made the same decision you did, so I wouldn’t feel bad about something which happened such a long time ago.” The best way to get a
...more
