60. Diligently (Pre) Addresses Problem-Solving
The worst thing in a potential pursuit is to know something is going to be an issue and to try the pray it away approach; the… “I really hope this doesn’t come up.” As my old director used to say, Hope is not a strategy.
If you know something is going to be an issue, what are you going to do to prepare for it? How will you coordinate/choreograph your responses? The biggest part about solving problems/resolving objections is it’s not a monologue and it’s certainly not a one-step move; it’s chess, not checkers.
Before any finalist meeting, you should ask yourself what problems do we not want to come up? And then focus time on those very items to make sure you have ...
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