    #F3 ,G ,AH1D1 ,MAKE ,MY ,"D @44
                ,OBJECT6

  ,H[ C A PROSPECT'S OBJEC;N 6YR (F]
MAKE YR "D8
  ,Y MAY H C]TA9 NO;NS AB ! PROSPECT4 ,Y
?9K 6YRF1 8,MY DR1M CU/OM] IS GRT6 ,WE
GET AL;G WELL1 WE AGREE1 & %E RECOGNIZES
MY (F] Z ! P]FECT SOLU;N40
  ,WAKE UP F YR DR1M4 ,_M "TS1 IF YR
PROSPECT DOES N OBJECT1 DOES N *ALL5GE
YR PRODUCT &! CLAIMS Y MAKE1 %E W N BUY4
7,REF] 6*APT] #C & REFRE% YR MEMORY )!
FE> ( FAILURE ON ! "P (! BUY]47
  ,REG>D.S ( H[ DAZZL+ & -PLETE YR
PRES5T,N1 ! FE> ( MAK+ A MISTAKE MI<T
CAUSE YR PROSPECT 6BE D\BT;L & HESITANT1
& Y W H 6D1L ) H] 3C]NS 2F Y >E A#
63CLUDE ! SALE4
  ,S1 REMEMB]1 _M SALES D N O3UR )\T
PRIOR OBJEC;NS4 ,2 GLAD =! OPPORTUNITIES
6DEF5D YR PRODUCT & PRIC+ :5 ! PROSPECT
-PLA9S4 ,EV5 IF ! CLI5T RESPONDS 9 AN
ABRASIVE MANN] %E MAY 2 TELL+ Y %E IS
EMO;N,Y 9VOLV$ & 9T]E/$4
  ,OBJEC;NS (T5 M1N ! PROSPECT NE$S M
9=M,N4 ,:5 %E SAYS ,I NE$ TO 8?9K X
OV]10 :AT ! PROSPECT IS SAY+ IS1 8,I AM
N YET 3V9C$ & NE$ A4I;NAL 9=M,N 6BE
C]TA9 (! DECI.N40
  ,IF ! PROSPECT SAYS1 8,I NE$ 6TALK ?
OV] ) MY A3.TANT1 ATTORNEY OR ANY ?IRD
"PY10 %E IS SAY+1 8,I'M N YET C]TA92 ,I
NE$ APPROVAL & ASSUR.ES40
  ,:5 ! PROSPECT SAYS1 8,X'S TOO
EXP5SIVE OR ,I C GET X *1P] ELSE":10 %E
WANTS Y 6PROVE Y (F] ! BE/ VALUE4 8,I D
N L ! COLOR10 M1NS 8,:AT O!R COLORS >E
"!1 OR C Y GET ME ! COLOR ,I WANT80 ,&(
C\RSE1 ! RESPONSE1 8,I'M N 9T]E/$10 DUR+
YR 9ITIAL 3TACT1 M1NS %E DOES N YET H 5
9=M,N 6MAKE A BUY+ DECI.N4
  ,OBJEC;NS >E YR SIGN PO/S4 ,? 9PUT F !
PROSPECT S]VES Z CRITICAL PA? M>K]S Y M/
FOLL[4 ,!Y REPRES5T :AT M/ 2 RESOLV$
DUR+ YR PRES5T,N 9 ORD] 6CLOSE ! SALE4
,:AT"E ISSUES ! PROSPECT *ALL5GES >E !
MO/ IMPORTANT 6H] & "!=E1 6Y4 ,PROVIDE !
PROSPECT ) YR ANSW]S & %E W [N4
  ,OBJEC;NS 9DICATE 9T]E/4 ,RE/ ASSUR$1
IF Y RCV NO OBJEC;NS1 YR PROSPECT IS
G5],Y N 9T]E/$4 ,NORM,Y1 IF YR PROSPECT
DOES N H ! F9ANCIAL ABIL;Y 6[N OR HAS NO
9T]E/1 %E W REACT 6YR PRES5T,N 9 "O (
TWO WAYS4
  ,%E MAY J SIT "!1 UNEMO;N,Y1 )\T
RESPOND+ 6ANY?+ Y SAY4 ,OR1 %E W -;T1
8,YES1 X S.DS GRT10 "?\T ! PRES5T,N4 ,IF
! PROSPECT RESPONDS EI WAY1 Y >E 9 TR\#4
  ,S1 AC"KL$GE1 G5],Y NO SALE TAKES
PLACE )\T OBJEC;N1 & :5 Y H AN OBJEC;N Y
%D 9W>DLY RJC & SAY ?ANK Y = MAK+ MY "D4
,YR AC"KL$G;T & DECI.N 6WELCOME OBJEC;NS
5A#S Y 6OV]COME !M & 3CLUDE ! SALE4

    ,OBJEC;NS ,V]SUS ,3DI;NS
  ,"! IS A DI6];E 2T AN OBJEC;N &A
3DI;N4 ,Y M/ "U/& : "O Y >E HE>+ F A
PROSPECT4
  ,AN OBJEC;N IS NO?+ M ?AN AN UNANSW]$
"Q4 ,"S": 9 YR PRES5T,N Y H EI SD "S?+1
OR FAIL$ 6A4RESS AN ISSUE : L1VES A "Q 9
! PROSPECT'S M9D4 ,X IS F$ BACK 6Y Z AN
OBJEC;N4 ,! GD ?+ IS X'S "S?+ 3CRETE Y C
A4RESS & OV]COME4
  ,A 3DI;N1 ON ! O!R H&1 IS AN OB/ACLE4
,3DI;NS >E B>RI]S OR SITU,NS T PREV5T A
PROSPECT F BUY+4
  ,= 9/.E1 A PROSPECT SAYS1 8,I _C MAKE
A DECI.N )\T MY "PN]40 ,T'S A 3DI;N Y _C
GET >.D4 ,X'S A 3DI;N T SAYS Y M/ DELIV]
YR PRES5T,N 6ALL DECI.N MAK]S PRIOR
6MOV+ =W>D )! SALE4 ,OR ! PROSPECT MAY N
MEET ! F9ANCIAL QUALIFIC,NS4 ,P]H HE HAS
! FUNDS AVAILA# =! 9ITIAL 9VE/;T B 2C (
PA/ CR$IT HI/ORY HE _C OBTA9 A LOAN4
,P]H HE C AF=D ! MON?LY 9VE/;T B IS CA%
POOR & _C PUT ADEQUATE FUNDS TGR =A YE>
OR M4 ,9 BO? CASES1 ^! >E 3DI;NS Y _C
REM$Y EV5 )A BRILLIANT PRES5T,N4
  ,"!=E1 LET ME (F] ? />TL+ SC5>IO4
,(T51 Y WA/E YR "T TRY+ 63CLUDE A SALE
0OV]COM+ A 3DI;N1 : M1NS Y DID N PRE-
QUALIFY OR C>E;LLY LI/5 6YR PROSPECT4 ,&
:5 Y RCV ! 3DI;N1 Y G BALLI/IC TRY+
6OV]COME AN OB/ACLE T IS IMMOVA#4 ,S9CE
3DI;NS >E A /ATE;T ( FACT REG>D+ YR
PROSPECT1 X DOESN'T MATT] H[ GD Y >E1 H[
DEVELOP$ YR SKILLS OR H[ GRT YR ANSW]S1
Y >E N GO+ 6GET >.D A 3DI;N4
  ,:Y WD Y EV5 ATTEMPT 6A4RESS A 3DI;N1
:5 ALL Y H 6D IS QUALIFY ! PROSPECT
PRIOR 62G9N+ YR PRES5T,N8 ,IF Y PRE-
QUALIFY 2F YR APPO9T;T1 Y W N"E EXP]I;E
A 3DI;N DUR+ YR PRES5T,N4 ,! 5TIRE
PURPOSE ( QUALIFY+ IS 6DET]M9E IF "! >E
3DI;NS T MAKE A SALE IMPOSSI#1 & IF "!
>E1 :Y WA/E VALUA# "T TRY+ 6OV]COME A
3DI;N8
  ,:AT'S 9T]E/+ IS MO/ PROSPECTS 9ITI,Y
FEEL _! OBJEC;NS >E 3DI;NS4 ,!Y ?9K :5
!Y (F] ! OBJEC;N1 !Y >E PRES5T+ Y ) AN
OB/ACLE & 3DI;N ( FACT : PROHIBITS !M F
BUY+4 ,S :5 !Y SAY1 8,I C'T AF=D X0 7& Y
"K !Y H ! BUDGET71 Y REPHRASE ! OBJEC;N
9 YR M9D TO 8%[ ME H[ ,I C AF=D X10 Y C
OV]COME ! OBJEC;N 0(F]+ T]MS4 ,S Y H
TAK5 :AT !Y ?"\ 0 A 3DI;N & 3V]T$ X 6AN
ANSW]A# OBJEC;N4
  ,REMEMB]1 YR JOB IS 6RECOGNIZE &
AC"KL$GE TWO FACTS3
  #A4 ,IF Y 9ITI,Y PRE-QUALIFY & LI/5
C>E;LLY 6YR PROSPECT1 Y W N"E EXP]I;E A
3DI;N Z ! R1SON = N CLOS+ ! SALE4
  #B4 ,ALL OBJEC;NS >E "QS & REQUE/S = M
9=M,N1 & IF Y ANSW] !M 6! CU/OM]'S
SATISFAC;N Y W CLOSE ! SALE4

    ,OBJEC;NS ,>E ,PREDICTA#
  ,S9CE ! DAWN (! F/ SALES CALL1
PROSPECTS H BE5 SAY+ 6SALESPEOPLE3 8,I
NE$ 6?9K X OV]40 8,X'S TOO EXP5SIVE40
,OR 8,I NE$ 6TALK 6MY BRO!R'S NIECE1 ^:
SON IS AN A3.TANT40
  ,! AV]AGE SALESP]SON IS G5],Y CAU<T (F
GU>D :5 HE OR %E HE>S 8,I WANT 6?9K X
OV]40 ,HE PACKS UP 8 PRES5T,N1 H&S !
PROSPECT A BRO*URE1 & SAYS 8,I'LL GIVE Y
A CALL AF Y'VE _H ! "T 6?9K AB X40
  ,S :AT'S ! GD NEWS8 ,! GD NEWS IS S9CE
ALL OBJEC;NS >E PREDICTA# Y C PLAN YR
RESPONSE 9 ADV.E4 ,L AN ACTOR 9 A
,BROADWAY PLAY1 Y "K YR L9ES 7PRES5T,N71
& Y "K ! O!R L9ES 7OBJEC;NS7 (! O!R
P]=M]S 7PROSPECTS74 ,I TELL MY P 9 MY
SEM9>S1 8,WE "K :AT !Y >E GO+ 6SAY 9
ADV.E4 ,"!=E1 S9CE Y ALR "K :AT !Y >E
GO+ 6SAY1 YR JOB IS 6"K :AT 6SAY BACK 2F
!Y SAY X40

    ,! 8,LAW ( ,SIX0
  ,9 SALES "! IS A UNIV]SAL AXIOM T
SALES TRA9] ,BRIAN ,TRACY CALLS ,! ,LAW
( ,SIX4 ,X /ATES1 8CU/OM]S RE,Y H NO M
?AN SIX OBJEC;NS 6[N+ YR PRODUCT OR
S]VICE40
  ,Y MAY HE> :AT SEEMS L C.T.S OBJEC;NS
6SALES DUR+ YR C>E]4 ,H["E1 IF Y
CATEGORIZE ! OBJEC;NS Y W F9D !Y NORM,Y
FALL 96SIX BASIC CATEGORIES4
  ,9 MY R1L E/ATE BUSI;S1 \R OBJEC;NS 7
PRICE1 -PETI;N1 P]=M.E 7Z 6CLAIMS71
F9.E1 ?IRD-"PY APPROVAL1 & LEGAL & TAX
B5EFITS4 ,AF ID5TIFY+ ALL OBJEC;NS WE
RCVD REGUL>LY1 WE DEVELOP$ IRON-CLAD
SCRIPT$ ANSW]S 6!M4 ,?US1 ONCE WE >M$
\RVS ) AIR-TI<T ANSW]S 6^! PREDICTA#
OBJEC;NS1 : US$ 6BLOCK ! SALE1 MY -PANY
SET NEW SALES RECORDS4 ,! PO9T IS1 Y _C
WAIT UNTIL Y >E 9VOLV$ 9 ! PRES5T,N & !N
TRY 6MAKE UP AN ANSW]4 ,Y M/ PROACTIVELY
PREP>E 9 ADV.E4
  ,YR JOB Z A PROFES.NAL IS 64COV] =
YRF1 OR ) YR SALES T1M1 ! SIX -MON
OBJEC;NS Y HE> 3SI/5TLY4 ,ONCE ID5TIFI$1
X'S A SIMPLE PROCESS ( 9T]NALIZ+ &
MEMORIZ+ POT5T RESPONSES4 ,!N :5 !
PREDICTA# OBJEC;NS APPE>1 Y ANSW] EASILY
& EF=T.SLY & AUTOMATIC,Y MOVE 6! CLOSE4

    ,! ,CU/OM]'S & ,SALESP]SON'S
    ,OBJEC;NS
  ,"! >E ! OBJEC;NS Y RCV F ! PROSPECT1
& Z /AT$ PREVI\SLY1 ^! OBJEC;NS >E !
EASIE/ 6OV]COME4 ,H["E1 "! >E AL !
OBJEC;NS ! SALESP]SON CR1TES 9 8 [N M9D
Z 6:Y A CU/OM] WD N [N4 ,^! OBJEC;NS WE
MAY HOLD 9 \R [N M9DS C 2 0F> ! MO/
DE/RUCTIVE4
  ,= EXAMPLE1 "! MAY 2 "S?+ AB YR
PRODUCT OR S]VICE T MAY N MAKE #AJJ
P]C5T S5SE 6Y4 ,P]H Y >E UNEASY )! PRICE
OR T]MS YR -PANY (F]S4 ,9 ANY CASE1 Y >E
N 3V9C$ T YR PRODUCT IS ! BE/ VALUE
AVAILA#4 ,"!=E1 :5 Y DELIV] YR PRES5T,N
&! F9AL OBJEC;N IS PRICE OR T]MS1 & Y
HAPP5 6%>E ! SAME 2LIEFS Z ! PROSPECT1 Y
>E UNA# 6OV]COME ! OBJEC;N4 ,?US1 Y
LOOSE ! SALE4
  ,! CURE =A PROSPECT'S OBJEC;NS IS A
PRE-PLANN$ RESPONSE4 ,N[ ! ONLY CURE =!
OBJEC;N 9 YR M9D IS ATTITUDE6 ,REMEMB]1
A SALE IS A TRANSF] ( 5?USIASM1 & Y H
6FILL YR CUP PRIOR 6FILL+ ! PROSPECT'S4
,Y W H 6F/ ANALYZE 9 OV]COM+ OBJEC;NS
:E!R X IS YRS1 8 OR BO?4 ,IF X'S 9 YR
M9D F/1 Y M/ 9VE/ ! "T 6*ANGE YR
ATTITUDE4 ,F9D \ M AB YR PRODUCT &
SUPPORT X #AJJ P]C5T4 ,DEVELOP !
POSITIVE M9DSET NEC 6OV]COME ! CU/OM]'S
OBJEC;NS4

    ,UNCOV] ! ,UNSPOK5 ,OBJEC;N
  ,_M "TS :AT PROHIBITS ! SALE IS ! "O
F9AL OBJEC;N HI45 0A S]IES ( SMALL
OBJEC;NS4 ,YR PROSPECT "KS1 TOO1 IF N
3SCI\SLY B SUBCONSCI\SLY1 IF HE GIVES Y
? N-YET-SPOK5 OBJEC;N & Y ANSW] X1 HE W
H NO *OICE B 6MOVE =W>D Z AN [N]4 ,S HE
HOLDS BACK ? "O SIL5T OBJEC;N 2H A SMOKE
SCRE5 ( M9OR OBJEC;NS 6AVOID ! BUY+
DECI.N4
  ,:5 Y >E AT ! PO9T ": Y S5SE !
PROSPECT IS HESITAT+ & HID+ 2H A SMOKE-
SCRE5 OBJEC;N ASK3 8,MR4 ,PROSPECT1 ,I
S5SE A BIT ( HESITANCY4 ,D Y M9D MY ASK+
:AT X IS80 ,IF Y REMA9 SIL5T ! PROSPECT
W (F] AN ANSW]4 ,REG>D.S (! ANSW]1
-PLI;T ! OBJEC;N )1 8,T'S A GRT "Q1 ,I'M
GLAD Y ASK$ ''' & 9 A4I;N 6T1 IS "!
ANY?+ ELSE T WD PROHIBIT YR PROCE$+
=W>D80 ,AG1 ! KEY AF Y ASK A CLOS+ "Q IS
6BE SIL5T & ALL[ HM ! OPPORTUN;Y 6ANSW]4
  ,IF ! PROSPECT RESPONDS1 8,NO T'S
ALL10 !N Y H >RIV$ AT ! F9AL OBJEC;N4
,IF1 H["E1 ! PROSPECT (F]S ANO!R
OBJEC;N1 ANSW] ! OBJEC;N1 3T9UE !
PROCESS ( ASK+1 8,IN A4I;N 6T IS "!
ANY?+ ELSE10 UNTIL ! PROSPECT AC"KL$GES
"! >E NO M4
  ,AT ? PO9T -PLI;T ! PROSPECT & 8 F9AL
OBJEC;N4 8,MR4 ,PROSPECT1 ,I "U/& & T
MAKES P]FECT S5SE1 S Y TELL ME :AT WD X
TAKE 6SATISFY YR 3C]NS40

    J ,SUPPOSE '''
  ,! ,J ,SUPPOSE ME?OD ( CLOS+ IS AL
REF]R$ 6Z ,H&L+ ! ,F9AL ,OBJEC;N ,CLOSE4
,Y H GOTT5 ! PROSPECT 6! PO9T ": HE
OBVI\SLY WANTS & NE$S YR PRODUCT1 B !
F9AL OBJEC;N IS CAUS+ HM 6HESITATE4
  ,)! ,J ,SUPPOSE ,CLOSE1 Y REMOVE !
F9AL OBJEC;N Z ! R1SON = N GO+ AH1D4
  ,IF ! PROSPECT SAYS1 8,I'M J N SURE IF
YR MA*9E W P]=M Z Y SAY10 Y REPLY1 8,MR4
,PROSPECT1 ,I "U/& H[ Y FEEL4 ,J SUPPOSE
=A MO;T T ,I CD SATISFY ALL ( YR 3C]NS 9
WRIT+4 ,IS "! ANY O!R R1SON T WD CAUSE Y
N 62COME 9VOLV$ TD80 ,AT ? PO9T1 HE M/
EI SAY NO1 OR Y UNCOV] ! R1L R1SON = N
PROCE$+ =W>D4
  ,? IS ! P]FECT ME?OD = BL[+ PA/ A
SMOKE-SCRE5 OBJEC;N & UNCOV]+ 9S9C]E
OBJEC;NS4 ,09CORPORAT+ 8J SUPPOSE10 !
PROSPECT W EI AGREE OR L1D Y 6ANO!R
OBJEC;N4 ,Y W F9D Y W EI H HM AGREE+ )
Y1 OR X W TAKE Y 6! F9AL OBJEC;N4
  ,AG1 REMA9 P]FECTLY SIL5T & LI/5 6HIS
5TIRE 3C]N4 ,AF 8 ANSW]1 Y MAY 3SID]
EMPLOY+ ! CLOS+ TE*NIQUE ( 8SUBJECT TO0
OR 83DI;NAL T]MS0 SELL+4
  ,) 83DI;NAL T]MS0 Y H >RIV$ AT ! F9AL
OBJEC;N &! PROSPECT SAYS1 8,I NE$ 6*ECK
) MY BANK]40
  ,Y REPLY1 8,MR4 ,PROSPECT1 T MAKES
P]FECT S5SE4 ,PRIOR 6YR SP1K+ )! BANK]1
& 6FACILITATE ! TRANSAC;N 9 A "TLY
FA%ION1 LET'S PREP>E ! PAP]"W N[1 & WE W
MAKE ! SALE SUBJECT 6YR BANK]'S F9AL
APPROVAL4 ,? WAY WE C />T ! PROCESS1 &
IF 0*.E1 ! BANK DOES N AGREE ) YR
DECI.N1 WE W SIMPLY />T OV]4 ,T MAKES
S5SE1 DOESN'T X80
  ,Y W N"E 2 CLOS] 63CLUD+ ! SALE ?AN AT
! V MO;T :5 Y H >RIV$ AT ! F9AL OBJEC;N4
,9/1D ( -+ BACK AT ANO!R "T & TAK+ A *.E
ON ! PROSPECT'S FE>S SETT+ 9 & 8 EMO;NS
DIM9I%+1 ASK =! ORD] N[ 9/1D ( LAT]4
  ,! ,M5TAL ,FLIP ,FLOP IS ! PROSPECT'S
PSY*OLOGICAL JU/IFIC,N = PUR*AS+ YR
PRODUCT OR S]VICE4 ,IF ! PROSPECT MAKES
! M5TAL SWIT* 6T (A CU/OM]1 !N HE
PSY*OLOGIC,Y 5T]S 96! PROCESS ( JU/IFY+
ALL ! R1SONS :Y HE W 2COME AN [N]4
,":AS1 IF Y L1VE HM ?9K+ AB ! PRODUCT Z
A NON-[N]1 HE DOES N ?9K ( R1SONS 6G
AH1D1 B DWELLS ON 8 FE>S & ?9KS ( ALL !
R1SONS :Y HE %D N [N4
  ,ALW ATTEMPT 63CLUDE ! TRANSAC;N AT !
MO;T Y ANSW] ! F9AL OBJEC;N4 ,EV5 IF X
M1NS MAK+ ! SALE SUBJECT 63DI;NAL T]MS4
,? WAY :5 Y REVISIT 6SATISFY ! 3DI;NS1 Y
>E -+ BACK 6A CU/OM] :O HAS B"\ 9/1D (A
PROSPECT :O HAS BE5 ?9K+ AB X4

    ,ANSW] ,OBJEC;NS 9 A ,POSITIVE
    ,MANN]
  ,4CUSS & ANSW] ALL YR OBJEC;NS
TACT;LLY & DELICATELY4 ,Z M5;N$ E>LI]1
AN OBJEC;N IS J AN UNANSW]$ "Q 9 A
PROSPECT'S M9D4 ,TR1T ! "Q Z A REQUE/ =
M 9=M,N4
  ,:5 Y >E (F]$ AN OBJEC;N1 REMA9 CALM1
NON->GU;TATIVE1 & WELCOME ! OBJEC;N4
,REMEMB]1 X W 2 IMPOSSI# 6MOVE 96! CLOS+
SEQU;E UNTIL Y H ANSW]$ ALL "QS & 3C]NS4
,"!=E1 Y WANT ! PROSPECT 6FEEL FREE
6OBJECT & 63T9UE OBJECT+ UNTIL "! >E NO
M 3C]NS4
  ,REMEMB]1 :5 Y F/ HE> AN OBJEC;N1 2
5?USIA/IC & -PLI;T ! PROSPECT1 8,MR4
,PROSPECT1 ,I'M GLAD Y BR"\ T UP10 OR
8,?ANKS = BR++ T UP10 !N ANSW] !
OBJEC;N4

    ,FEEL1 ,FELT1 ,F.D
  ,ANO!R WAY ( H&L+ AN OBJEC;N IS )!
FEEL1 FELT1 F.D ME?OD4 ,X'S BAS$ ON
CR1T+ /R;G P]CEP;NS : REV1L Y 6BE "U/&+
& EMPA!TIC4 ,X AL EMPLOYS ! CLOS+
TE*NIQUES ( ?IRD-"PY TE/IMONIAL
5DORSE;TS4
  ,= 9/.E1 ! PROSPECT SAYS1 8,I C GET X
ELSE": = LESS10 OR 8,I'M N 9 ! M>KET410
,Y RESPOND1 8,MR4 ,PROSPECT1 ,I "U/& H[
Y FEEL1 _M O!RS J L Y FELT ! SAME WAY
9ITI,Y1 B ONCE !Y 2CAME AN [N] "H IS :AT
!Y F.D ''' ,!N Y ELABORATE )A ?IRD-"PY
TE/IMONIAL ( "S"O :O 0 9 ! SAME SITU,N
OR CIRCUM/.ES Z !Y >E1 B Z A RESULT (
GO+ AH1D )! DECI.N 6PUR*ASE !Y EXP]I;ED
GRT SU3ESS & HAPPI;S4
  ,IF ! OBJEC;N IS PRICE1 W>RANTY1
S]VICE OR ANY O!R 3C]N1 ! PHRASE1 8,I
"U/& H[ Y FEEL10 S5DS A /R;G MESSAGE 6!
PROSPECT T Y TRULY C>E4
  ,FOLL[-UP )A ?IRD-"PY 5DORSE;T (!
HAPPY CU/OM]1 (F]+ ! PRO( ! PROSPECT
NE$S 6PROCE$ =W>D4 ,:5 ! PROSPECT SAYS
X'S TOO EXP5SIVE1 Y C RESPOND1 8,MR4
,PROSPECT1 ,I "U/& H[ Y FEEL1 ,I REC5TLY
_H A CU/OM] :O 0 9 A SIMIL> SITU,N & HE
FELT ! SAME Z Y4 ,H["E1 :AT HE F.D Z A
RESULT ( [N+ 0 AL? ! PRICE SEEM$ 9ITI,Y
HI<]1 \R S]VICE & W>RANTIES F> \TWEI<$ !
VALUE \R -PETITOR CD (F]4
  8,TELL ME1 IS PRICE YR ONLY 3C]N OR WD
RELIA# S]VICE & EXT5D$ W>RANTIES AL 2
IMPORTANT 3SID],NS80 ,USE ? ME?OD & Y C
CIRCUMV5T & TURN >.D MO/ ANY OBJEC;N
0EMPA?Y &! VALID;Y (A ?IRD-"PY
TE/IMONIAL4



    ,SIX-/EP ,ME?OD 6,OV]COM+ ,OBJEC;NS
  ,"H >E ! SIX BASIC /EPS = H&L+
OBJEC;NS OR A4RESS+ "QS & 3C]NS4 ,!
SY/EM 0 POPUL>IZ$ 0! REN[N SALES TRA9]
,J4 ,D\GLAS ,$W>DS4 ,IF FOLL[$ X W ALM
ALW "W 9 YR FAVOR DUR+ ! OBJEC;N
PROCESS4
  ,/EP #A4 ..,HE> ! OBJEC;N .\4 ,D N
9T]RUPT1 B LI/5 5TIRELY 6! OBJEC;N4
,LI/5 ATT5TIVELY ) EMPA?Y & "U/&+4 ,GIVE
! PROSPECT ! OPPORTUN;Y 6EXPRESS 8
EMO;NAL 3C]NS4
  ,Y H EMPLOY$ ! ,LAW ( ,SIX 0ID5TIFY+
YR SIX TOP OBJEC;NS & Y H DEVELOP$ &
9T]NALIZ$ BULLET-PRO( ANSW]S4 ,H["E1 Y
M/ N 2 TOO QK 6ANSW]4 ,?\< Y MAY H HE>D
! OBJEC;N "O ?\S& "TS 2F1 X IS ?
PROSPECT'S F/ "T EXPRESS+ 8 3C]NS = Y4
  ,/EP #B4 ..,REP1T ! OBJEC;N BACK 6!
.PROSPECT4 ,? IS A CRITICAL /EP6 ,?
/RATEGY (T5 HELPS ! PROSPECT ANSW] 8 [N
OBJEC;N Z HE HE>S X REP1T$ BACK 6HM4
,/ATE ! OBJEC;N \ L\D 9 A K9D1 NON-
?R1T5+ WAY4
  ,:5 ! PROSPECT SAYS1 8X CO/S TOO M*10
REP1T X BACK Z A "Q3 8,X CO/S TOO M*80
,? ME?OD HAS S"EAL B5EFITS4
  --,X MAKES YR PROSPECT FEEL IMPORTANT
& "U/OOD4
  -- ,X V]IFIES Y HE>D ! OBJEC;N4
  -- ,0REP1T+ ! OBJEC;N1 Y >E 9 E6ECT
ASK+ = M 9=M,N4
  ,/EP #C4 ,Q.UES;N .! .OBJEC;N4
,REMEMB] ! F/ OBJEC;NS Y HE> MAY 2 MASK+
A L>G] OBJEC;N4 ,ASK = ELABOR,N4 8,MR4
,PROSPECT1 LET ME CL>IFY MY ?9K+ OR LET
ME 2 SURE ,I "U/& Y CORRECTLY4 ,IF X 7 N
= 7OBJEC;N71 !N WD Y PROCE$ =W>D TD8 ,IS
T "R80 ,REMA9 SIL5T & LET HM ANSW]4
  ,/EP #D4 ..,ANSW] ! OBJEC;N ) YR PRE-
PLANN$ .RESPONSE4 ,ONCE Y'RE 3FID5T Y H
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YR REPLY2 & Y W MOVE 6! RANKS (! SUP]
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