IN ORDER TO MOVE FORWARD THE PROSPECT NEEDS A HIGH LEVEL OF CERTAINTY But, either way, since these objections are actually smoke screens for uncertainty, the salesperson has to be prepared to not only answer them in a way that satisfies the prospect but also make a follow-up presentation that picks up right where the initial presentation left off—with a goal of increasing the prospect’s level of certainty for the Three Tens even further, and with an ultimate goal of getting the prospect as close as possible to a “10, 10, 10,” both logically and emotionally, which gives the salesperson the best
...more
