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Why has Apple been so successful? On this episode, Kurt and Steve discuss recent news about Apple’s upcoming conference and whey Apple has been able to create such a loyal following of clients. They apply this to how persuaders can “get their foot in the door” and plan their lead generation for the long term.
Also, due to demand from last episode, Kurt and Steve get into more detail on the concept of inoculation, or “presolving” objections. Old school persuasion tactics teach us to solve objections after they come up. But effective persuaders minimize objections coming up at all. After all, as Kurt says, “closing skills are like trying to get a kiss after a bad date!”
Inoculating to presolve objections involves using the “T.E.S.S.” concept. TESS stands for testimonial, example, story, and statistic. Building these into your pitch and into your marketing to overcome objections a head of time will get you the largest amount of highly qualified prospects possible.