Sometimes it is so frustrating. You know you have a better product than that which your prospect is currently using. Your price is attractive, your
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Nike Free Run 3.0 V5 Ext Bright Pink Mujeres Para Barato Pero El Real is outstanding. If the prospect would switch to your solution, you know they’d
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So, why won’t they switch? Are people really that stupid? Or, is it you? Did you do something to put them off?

While there are some circumstances where the answers would be yes to the
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Nike Free Run 3.0 V7 ​​Cielo Azul Naranja mujeres negras Para Barato won’t switch is
2012 Nike Free Run 3 Pinke plata Mujeres Zapatos 2015 Venta En Línea! 40% -80% De Descuento! Envío Gratis likely not their IQ, nor your deodorant. It
Nike Free Run 3.0 V2 Blanco Rosa Mujeres Versión Adecuado Para Usted is
Nike Free Run Trainer 3.0 Negro Hombres Amarillo Precio Al Por Menor the risk!

Risk
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2013 Nike Free Run Powerlines 2012 Gris Azul Hombres 70% De Descuento makes it the number one issue to address
Nike Run Balanza gratuito 2014 Mujeres Negro Rosa Precio Al Por Menor in
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Nike Free Run Powerlines Ii Verde Negro Hombres Con Calidad Auténtico sales process.

Risk is what the customer perceives it to
Nike Free Run Powerlines Ii Naranja Hombres Liquidación Envío Rápido be.
Nike Free Run 3.0 V5 Ext Bright Pink Mujeres Venta In other words,
2012 Nike Free Run 2 Negro Rosa Mujeres Se Venden Con El Precio Bajo it’s
Nike Free Run 3.0 V3 2012 mujeres negras Envío Gratis Para Todo El Mundo not anything quantifiable, like the
Nike Free Run Powerlines Ii Azul Rojo Hombres Con Calidad Auténtico price or delivery of your offer.
Nike Free Run 3 2012 Negro Rosa Mujeres Zapatos Corrientes De Venta It’s not objective
Nike Free Run 3.0 V2 verde plata Mujeres Venta Aquí Con Alta Calidad or tangible.
Nike Free Run 4.0 2012 Azul Plata Mujeres Se Openning Para Usted En Nuestra Tienda Online Instead it is much more insidious, lurking underneath almost every
2012 Nike Free Run Tr Fit gris azul de los hombres Con El Envío Libre conversation between you
Nike Run Balanza gratuito 2014 Mujeres Gris Rosa Con Descuento Grande and your customer. Because risk rises out of fear, risk is often
Nike Free Run Powerlines arco iris púrpura Hombres Outlet Worldwide not
Nike Free Run 3.0 V5 Ext Lago Mujeres Azul Negro Tenemos El Precio Bajo En Línea
Nike Free Run 3.0 V2 Negro Naranja Mujeres Outlet Tienda Online 2014 mentioned. To acknowledge risk is to admit
2013 Nike Free Run Líneas Azul Hombres Envío Libre Con Entrega Rápida fear. To admit fear is, in
Nike Free Run 3.0 V5 Ext Pink mujeres rojas Outlet Store Waiting For You many people’s minds, to expose weaknesses. No one wants to look weak.

Risk is the answer to these two questions:

1. "What happens to the company if they make the wrong decision? 2. "What happens to the individual who is making the decision, if he/she makes the
Nike Free Run Powerlines Ii Gris Hombres Venta Aquí Con Alta Calidad wrong decision?
Nike Free Run 2 2 is
2014 Nike Free Run Gimnasio Negro Verde Hombres Todo De Alta Calidad the combination of the financial, social, emotional, and time costs that the company and the individual decision maker will bear as a
Nike Free Run Powerlines Ii Azul Blanco Hombres Con Calidad Auténtico result of making a mistake.

Here’s how I help people in my seminars understand risk. Two examples. Let’s say that on
Nike Run Balanza gratuito 2014 Mujeres Gris Naranja En Venta the way home tonight, your spouse calls you on the cell phone and explains that some friends are coming over for the evening. You need to stop at
2012 Nike Free Run Tr Fit Gris Verde Hombres Versión Adecuado Para Usted the grocery store
Nike Free Run 2 2 on the way home and pick up some disposable
Nike Free Run 2 grises verdes Mujeres Buena Calidad y El Envío Rápido cups so that you’ll
2013 Nike Free Run Powerlines Negro Hombres Para Barato Pero El Real have something in
2014 Nike Free Run Gimnasio Blanco Azul Hombres Comprar Con Seguridad which to serve
Nike Free Run 4.0 Anti-piel Negro Rosa Mujeres Con Descuento Grande the drinks.

You stop at
2014 Nike Free Run Gimnasio Negro Rojo Hombres Para Auténtico Barato the grocery store, rush
2012 Nike Free Run 3.0 púrpura Blanco Mujeres Comprar Con Seguridad in and see brand A and brand B.
2012 Nike Free Run 3.0 V2 Rojo Gris Mujeres Con Descuento Grande You select brand
Nike Free Run 2 2 B, scoot through the express lane, and arrive home just
Nike Free Run Powerlines Ii Azul Negro Hombres Para Auténtico Barato a few moments before your guests are scheduled to arrive. Your
Nike Free Run Powerlines Ii Azul Rojo Hombres Tienda Outlet On Sale spouse has a pitcher of Margarita’s mixed up, and you pour
Nike Free Run Powerlines Rainbow Negro Hombres Venta Zapatos Baratos yourself one in
Nike Free Run Powerlines Ii Azul Plata Hombres Comprar Con Seguridad the disposable
2012 Nike Free Run 3.0 V2 Negro Gris Moda Zapatos Corrientes De Venta cup you just bought. As you raise it to your lips to take a sip, you discover a leak in the bottom. You quickly grab another cup, pour the contents of
Nike Free Run Trainer 3.0 Negro Rojo Hombres Liquidación Envío Rápido the defective cup into that one, and raise it to your mouth. Oops!
2012 Nike Free Run 2 Rose verde Mujeres Bueno Guality Y Media Precio A leak in that one, too.
2012 Nike Free Run 2 Rose verde Mujeres Venta Aquí Con Alta Calidad One after the other, you discover that every one of the cups you bought
Nike Free Run 3.0 V2 Gris Negro Mujeres Con Más Bajo Precio Auténtico is defective.

Now, imagine yourself
Nike Free Run Powerlines Ii Azul Oscuro Hombres Para Auténtico Barato in this situation. What price are you paying for
2012 Nike Free Run 3.0 Negro Azul Mujeres Zapatos Corrientes De Venta your mistake?

I don’t know about you, but in my house, I’d be the recipient of some negative emotion from my spouse. There would be a
2014 Nike Free Run Gimnasio Negro Verde Hombres Tienda Outlet On Sale social and emotional price to pay. I’d also have to invest additional time, running back to the store to fix the problem with another bag of disposable cups. And, I’d have to pay
2014 Nike Free Run Gimnasio Hombres blancos Para Barato Pero El Real for
2012 Nike Free Run 2 Mujeres Gris Rosa Usted Puede Ahorrar Mucho Aquí them, so there would be some financial costs.

All of this over a simple little purchase, at which
2012 Nike Free Run 2 Negro Rosa Mujeres Ahorre Tiempo y Dinero Ahora you made a
2012 Nike Free Run 3.0 Blanco Gris mujeres rojas Con Calidad Superior mistake. Even so, when you
2013 Nike Free Run Líneas Azul Hombres Nueva Colección Está Disponible compare the risk of this
Nike Free Run 3.0 V4 Rosa Gris Mujeres Nueva Colección Está Disponible decision with all possible decisions you
Nike Free Run 2014 Gris Mujeres rojas Buena Calidad y El Envío Rápido could make in your life, this
Nike Free Run Trainer 3.0 Negro Hombres Outlet Store Waiting For You one has relatively little risk. Here’s a simple exercise to help
2013 Nike Free Run Powerlines Negro Hombres Outlet Tienda Online 2014 you understand this concept. Draw a short vertical line. At the top of the line write the number 25. At the
Nike Free Run Powerlines Ii Verde Blanco Hombres Todo De Alta Calidad bottom, write the number zero. Now on a
Nike Free Run 3.0 V7 ​​púrpura Negro Mujeres Liquidación Envío Rápido scale of 0 25, where would you put the risk of buying a package of disposable cups? It’s close to
2012 Nike Free Run Tr Fit Azul Hombres Amarillo Venta Zapatos Baratos zero.

Now, let’s compare that with a risk on the other end of the equation. For a number of years, I had an international adoption agency as a client. Consider a young lady in a crisis
2012 Nike Free Run 3.0 de pieles blancas púrpuras Mujeres Envío Libre y Vuelve Con Devolución De 30 Días pregnancy.
Nike Free Run 2014 Gris Púrpura Mujeres Bueno Guality Y Media Precio What is the risk involved as she contemplates releasing her unborn child to adoption?

Certainly a lifetime
2013 Nike Free Run Líneas Marrón Hombres Versión Adecuado Para Usted of consequences for at least four
Nike Free Run 3.0 V7 ​​Azul Negro Mujeres Aquí Sería Su Mejor Opción people. On our 0
2012 Nike Free Run 2 Rose verde Mujeres Con Más Bajo Precio Auténtico 25 scale, most
Nike Free Run 2 grises verdes Mujeres Nueva Colección Está Disponible people would rate it as a 25. This
2012 Nike Free Run 2 Negro Blanco Mujeres Aquí Sería Su Mejor Opción risk is at the opposite end of the spectrum.

The point here is that different decisions carry with them different degrees of
Nike Free Run Trainer 3.0 Negro Rojo Hombres Con Descuento 56% -78% risk. Now, put yourself in the shoes of the individual who is
Nike Free Run 4.0 azules claros mujeres negras Con Calidad Superior making the decision to buy your
Nike Free Run Powerlines Ii Gris Hombres Zapatos Corrientes De Venta products. What happens to that person, if
Nike Free Run 3.0 V4 Gris Mujeres Comercio Al Por Mayor Tienda Online he or she makes a mistake?

Now I know you are thinking that you and your company will
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2012 Nike Free Run 3.0 V2 Blanco Gris Azul Mujeres Con El Envío Libre that there
Nike Free Run 3.0 Plata Mujeres Purple Regalo Para Usted o Su Familia really is no risk. But that’s your perspective, not your customer’s. He doesn’t know that you’ll make things right.
Nike Free Run Powerlines Ii Men Negro Verde Tenemos Buena Reputación Even if you say
Nike Free Run Powerlines Ii Negro Oro Hombres Venta Zapatos Baratos it, he still doesn’t necessarily believe it.

So, put yourself in his shoes, and see the situation through his
Nike Free Run 4.0 2012 Azul Plata Mujeres Para Usted Al Mejor Precio eyes. On the 0 25 scale, how much risk does he accept
Nike Free Run Powerlines Ii Negro Hombres Luna Ven y Únete a Nosotros when he says
Nike Free Run Trainer 3.0 Negro Azul Hombres Hasta 52% De Descuento "yes" to you?

Here’s an easy way of calculating it. Just ask yourself what happens to that
Nike Free Run 2 2 individual if you, or your company, mess up.

Hopefully, you
Nike Run Balanza gratuito 2014 Mujeres Negro Rosa Con Alta Calidad now have a different perspective
Nike Free Run 4.0 2012 Negro Rojo Mujeres Entrega Rápida a Su Puerta on that prospective customer for whom your pricing is attractive, your product is better; your net impact on the customer would be positive, but
2013 Nike Free Run Líneas Azul Gris Hombres Liquidación Envío Rápido who won’t buy. It’s not
Nike Free Run Powerlines Ii Azul Oscuro Hombres Venta Zapatos Baratos about
2012 Nike Free Run 2 Gris Azul Rosa Mujeres Tenemos Buena Reputación the price, it’s not about the quality, and it’s not about the service. It’s all about the risk!

If the risk to that person is high, the way to make the sale is to reduce that risk.

Here are three strategies for reducing the risk.

1. Develop a closer personal relationship. The
2012 Nike Free Run 2 Gris Rosa Mujeres Buena Calidad y El Envío Rápido greater the relationship,
2014 Nike Free Run Gimnasio Blanco Azul Hombres Precio Al Por Menor the less the risk. The lesser the relationship, the greater
Nike Free Run 3.0 V5 Ext Fuego Rojo Blanco Mujeres En Venta the risk. That’s
Nike Free Run 10o Aniversary Verde Gris Mujeres Con Descuento Grande why they would prefer to buy a less effective product at a
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Focus, not on reducing the price, but rather in increasing the relationship.

2. Make the deal tangible. The more vague and intangible the purchase, the more risky. Take all the imagination out of the buy. Bring them into your
Nike Free Run Powerlines Ii Negro Hombres Luna Con Descuento 56% -78% facility so they can see that you really
2012 Nike Free Run 2 Negro Blanco Mujeres Venta Con 70% De Descuento do have an office/production facility.
Nike Free Run 2 grises verdes Mujeres Tenemos El Precio Bajo En Línea Take
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2012 Nike Free Run 2 Mujeres Gris Rosa Usted Puede Ahorrar Mucho Aquí being used by someone else. Hand them certificates of warranty instead of just
Nike Free Run 3.0 2012 Verde Plata Mujeres Running Zapatos For Barato telling them. Show them pictures of
Nike Free Run 3.0 2012 Verde Plata Mujeres Precio Bajo the product being used.

Look at every
Nike Free Run 3.0 V7 ​​Rosa Blanco Mujeres Running Zapatos For Barato aspect of your offer, and think about how you can make this piece more tangible and objective.

3. Use Proof. What is "proof? Someone else, other than you,
2012 Nike Free Run Tr Fit Naranja Hombres Outlet Tienda Online 2014 saying something about your product, company, or service. Proof is letters of recommendation from other customers, photographs
2012 Nike Free Run Tr Fit Gris Verde Hombres Con Calidad Auténtico of other customers using your product or service,
Nike Free Run 3.0 V2 verde plata Mujeres Outlet Store Waiting For You testimonials,
Nike Free Run Powerlines Ii Gris Hombres Venta Aquí Con Alta Calidad case studies, lists of clients, third
2012 Nike Free Run 2 Negro Blanco Mujeres Disfrute El Mayor Descuento party
2014 Nike Free Run Gimnasio Hombres blancos Liquidación Envío Rápido studies, copies of articles from trade journals, etc. Anything you can find that in any way adds substance by someone else, even if
Nike Free Run 3.0 V7 ​​shinne azules mujeres negras Garden Fresh Produce Hasta 50% De Descuento it is remote and only distantly connected to
2012 Nike Free Run 3.0 V2 Gris Verde Mujeres Hasta 52% De Descuento your offer, will go a long way to reducing the risk.

The concept of risk
2014 Nike Free Run Gimnasio Negro Rojo Hombres Con Descuento 56% -78% and its role in the buyer’s mind is one of the most
2012 Nike Free Run 2 impermeable gris púrpura Mujeres Venta Auténtico powerful concepts in the world of B2B
Nike Free Run 2 2 sales. Taking
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Nike Free Run Trainer 3.0 Negro Hombres Venta Hombres Running Zapatos it
2012 Nike Free Run 3.0 V2 Blue Moon Silver Mujeres 70% De Descuento into account and planning to reduce the risk of every decision will be one of your most powerful sales strategies.

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