Think for a moment about what the greatest enemy is to the process of helping people come to a decision that’s truly good for them and getting an agreement for them to own your product or service. What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching halt? You may think it’s the competition or maybe the financial aspects of your proposal. Perhaps you think it’s the prospective client’s inability to make a decision.   Well, if you think any of those things, you are right. But, with selling being what it is — a bottom line business — let’s dig deeper and find the bottom line of what lies between you and your ‘future client’ coming to an agreement.   If you look at all the enemies you and your associates can come up with, you’ll find they have a common denominator. That common denominator is a thing called FEAR. [Read more...]