If you can safe guard your
prospect from the perceived risk of purchase then you have a better chance of
making a sale. Try to uncover what the prospect thinks are the risk of purchase
(it can be your company’s reputation, service quality, impact on his social
status, your experience, timing of purchase etc etc) and see how you can
address them effectively one by one. Idea is to learn what are the possible
risk the prospect perceives around your product or service and see if those can
be addressed in your marketing message or your presentations upfront.
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