Concerns are always a sign of interest and rarely if ever, do they constitute a final, immovable ‘no’. Yet that’s how we hear them. We are naturally averse to personal rejection and this business of a prospect not liking our proposal enough to change their accounting firm on the basis of it, feels like a personal rejection.

In this guide, you will learn to identify the 4 types of concern and a 2-step approach on how to deal with concerns with enthusiasm rather than as a blockade preventing us from winning a new client.

Taken from the "Selling in Practice" Series by Martin Bissett.