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When a prospect brings up a negative issue do you avoid discussing it further and immediately present a fix to their problem, or do you quickly talk about it but deny that the issue is really a problem, or do you accept the issue and ask the right questions that get to the root of the problem?

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The Sandler Selling Method of Reversing

Reversing will promote the flow of conversation, allow you to maintain control, and keep the prospect comfortable.

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