Dealing with objections in an old-fashioned, pushy, sales way is no longer acceptable. The client’s objections are real and they are questions that need to be resolved.
The Concern Circles allow you to raise those objections in an entirely transparent way with the client so they can see that you have absolutely nothing to sell unless it is of value to them. At the same time, the Circles show that their objection is quite normal and that many other people have had that same question as well.
Therefore, as a result, your response or solution to that question is also very normal, and this is not news to you. In other words, you know exactly how to resolve any concerns that they might have.
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