To repeat myself, the best time to deal with an objection is before it occurs. As a general rule, most of the same objections are occurring after each of your presentations. If this is the case, you need to make a recording of your presentation (covered in chapter 5) so you can carefully analyze the points you are covering and the manner in which you are covering them. Chances are at least ten to one you will discover you are pretty “wordy” and are missing some key points. You are probably elaborating too much on the points which interest you but which might not be of particular interest to
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