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It could be that they’ve had a bad experience earlier and are fearful of another. They’re waiting and watching for signs that you’re not like that other salesperson. To find a solution, get clients talking about their fears. Help them see how different you and your company are from anyone else with whom they’ve worked.
People won’t do business with you if they don’t like you, trust you and want to listen to you. Often, fear can fuel those flames. But it doesn’t have to do so.
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