Objection Handling – It’s All in Your Mind 
When you get an objection, you start backing up as you try to handle it. Now, why do you backup? It all has to do with your mindset and preparation. ... 5/3/2006

The Power of Reframing 
What would it mean to you if you could enter a selling situation armed with the responses to the objections that lay waiting to kill the deal?... 4/17/2006

Poor Past Experience 
Do you ever get the objection that the prospect/customer had a bad service experience with your company in the past?... 1/19/2006

Your Competitor Is Faster 
When this alumni's prospect was anchored on the faster speed and lower cost of a competitor, she knew it was time for a reframe.... 7/1/2005

You're Too Small 
What could you say if your prospect feels you are too small a company compared to the competition and is worried you could be acquired?... 7/1/2005

You Cost Twice As Much! 
My product costs twice as much (initially) as my competitors, even though the long term impact is much less expensive. How do I get past the "first cost" issue?... 6/30/2005

	Access Legend
		= Everyone Can View
		= Registered Users & Alumni Only
		= Alumni Only