Sometimes it is so frustrating. You know you have a better
2012 Nike Free Run 2 Negro Púrpura Mujeres Precio Al Por Menor product than that which your prospect is currently using. Your price is attractive, your service is outstanding. If the
2012 Nike Free Run Tr Fit Naranja Hombres Ven y Únete a Nosotros prospect would switch to your
Nike Free Run 4.0 2012 Azul Plata Mujeres Comprar Con Seguridad solution, you know they’d be delighted. You’d save them money, smooth out their processes, reduce their
2014 Nike Free Run Gimnasio Negro Rojo Hombres Venta Barato inventory and generally make
2012 Nike Free Run 2 2.0 Azul Naranja Mujeres Outlet Worldwide their life simpler.

So,
Nike Free Run 4.0 2012 Azul Plata Mujeres Todo De Alta Calidad 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
Nike Free Run 2 azules amarillas Mujeres Venta Zapatos Baratos where the
Nike Free Run Powerlines Ii Azul Plata Hombres Venta Hombres answers would be yes to the questions above, the most likely answer is something totally different. The reason they won’t switch is likely not their
2012 Nike Free Run 2 Rose verde Mujeres Comprar Con Seguridad IQ, nor
Nike Free Run 2 Negro Azul Mujeres Ahorre Tiempo y Dinero Ahora your deodorant. It is the risk!

Risk is several things.
2013 Nike Free Run Líneas Azul Hombres Con Calidad Auténtico First,
Nike Free Run Powerlines Ii Green Men Para Hombres Baratos it is often the
Nike Free Run 2 Negro Azul Mujeres Bueno Guality Y Media Precio number one issue in the mind of the customer, particularly when
Nike Free Run 3.0 mujeres azules Nueva Colección Está Disponible the account has no
2012 Nike Free Run 2 Azul Negro Mujeres Tienda Outlet On Sale history with your company. That makes it the number one issue
Nike Free Run 2 Orange Yellow Mujeres Outlet Tienda Online 2014 to address in the sales process.

Risk is what the customer perceives it to be. In other
Nike Free Run 2 2 words, it’s not anything quantifiable, like the price or delivery of your offer. It’s not objective or tangible. Instead it is much more insidious, lurking underneath almost every conversation between you and your customer. Because risk rises out of
Nike Free Run 2014 Negro Rosa Mujeres Entrega Rápida a Su Puerta fear,
Nike Free Run 3.0 V4 Gris Azul Mujeres Cada Compra Que Realice risk is often not mentioned. To acknowledge risk
Nike Free Run 2 2 is
Nike Free Run 3.0 V4 Naranja Gris Mujeres Para Hombres Baratos to
2012 Nike Free Run 3 Pinke plata Mujeres Venta Zapatos Baratos
Nike Free Run 3.0 V4 Negro Azul Mujeres Más De 60% De Descuento admit fear. To admit fear is, in many people’s minds,
2012 Nike Free Run 3.0 Azul Plata Mujeres Nosotros Outlet Store 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 wrong decision?
Nike Free Run 2 Pinke Blanco Mujeres En Venta En Su Selección is the combination of the financial,
Nike Free Run 2 Gris Azul Mujeres Envío Libre Con Entrega Rápida social, emotional, and time costs that the
2012 Nike Free Run 3.0 Piel Negro Púrpura Mujeres Envío Rápido company and the individual decision
2012 Nike Free Run Tr Fit Naranja Hombres Comprar Con Seguridad maker
2012 Nike Free Run 2 Mujeres Gris Rosa En Venta En Su Selección will bear as a result of making a
Nike Free Run Powerlines Ii Azul Negro Hombres Outlet En Venta mistake.

Here’s how I help people in my seminars
Nike Run Balanza gratuito 2014 Negro Rosa Mujeres Venta Zapatos understand risk. Two examples. Let’s say that on 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
Nike Free Run 3.0 V3 2012 mujeres negras Con Calidad Auténtico stop at the grocery store on
2012 Nike Free Run 2 Negro Rojo Blanco Mujeres 70% De Descuento the way home and pick up some disposable cups so that you’ll have something
2012 Nike Free Run 3.0 Piel Gris Blanco Mujeres Venta Auténtico
Nike Free Run 2 Orange Yellow Mujeres Venta Hombres in which to serve
Nike Free Run Trainer 3.0 Negro Hombres Para Auténtico Barato the drinks.

You
Nike Free Run 3 Gris Verde 2012 Mujeres Nosotros Outlet Store stop at the grocery store, rush in and see brand A
Nike Free Run 2014 Gris Mujeres rojas En Venta En Su Selección and brand
2012 Nike Free Run 3.0 Piel café Mujeres Con Descuento 56% -78% B. You select brand B, scoot through the express
Nike Free Run 2 Gris Azul Mujeres Bueno Guality Y Media Precio lane, and arrive home just a few
2012 Nike Free Run 2 Rose verde Mujeres Guardar Descuento Grande moments before your guests
Nike Free Run Powerlines Ii Naranja Hombres Precio Al Por Menor are scheduled
2013 Nike Free Run Líneas Azul Hombres Más De 60% De Descuento to arrive. Your spouse has a pitcher of Margarita’s mixed
Nike Free Run 3.0 V4 Gris Mujeres Todo De Alta Calidad up, and you pour yourself one
2012 Nike Free Run 3 Gris Verde Mujeres Venta Zapatos Baratos in
Nike Free Run 3.0 V5 Ext Negro Rosa Mujeres Con La Mejor Calidad the disposable 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 the defective cup into that one, and raise it to your mouth. Oops! A leak in that one, too. One after
Nike Free Run 2 2 the other,
2012 Nike Free Run Tr Fit Naranja Hombres Precio Al Por Menor you discover that every one of
Nike Free Run Powerlines Rainbow Negro Hombres Venta Hombres the cups you bought is defective.

Now, imagine yourself in this situation. What price are you paying for 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 social and emotional price to pay. I’d also have to invest additional time, running back to the
Nike Free Run Trainer 3.0 Negro Hombres Para Hombres Baratos store to fix the
2012 Nike Free Run 2.0 Gris Púrpura Mujeres Con El Envío Libre problem with another bag of
Nike Free Run 2 Orange Yellow Mujeres Venta Zapatos Para Hombre disposable cups. And, I’d have to pay for them, so
Nike Free Run 2 Gris Azul Mujeres Envío Libre Con Entrega Rápida there would be some financial
Nike Free Run 4.0 Azul de cielo Mujeres Guardar Descuento Grande costs.

All of this
Nike Free Run 3.0 Rose Gris Mujeres Venta Zapatos Para Hombre over a simple
2012 Nike Free Run 3.0 Piel café Mujeres Comprar Con Seguridad little purchase, at which
Nike Free Run 4.0 Azul de cielo Mujeres Con Calidad Superior you made a mistake. Even so, when you compare the risk of this decision with all
Nike Free Run 3.0 V4 Verde Gris Mujeres Venta Zapatos Auténticos possible decisions you could make in your life, this one has
Nike Run Balanza libre 2014 mujeres del ciruelo rojo En Venta relatively little risk. Here’s a simple exercise to help you understand this concept. Draw a
2013 Nike Free Run Líneas Marrón Hombres Nosotros Outlet Store short vertical line. At the top of the line write the number
2012 Nike Free Run 2 Gris Rosa Mujeres 70% De Descuento 25. At the bottom, write the number zero. Now on a scale of 0 25, where would
2012 Nike Free Run 3.0 V2 Gris Naranja Mujeres Outlet Worldwide you put the risk of buying a package of disposable cups? It’s close to zero.

Now, let’s compare that with a risk on the other end of the equation. For a number of years,
Nike Free Run 3.0 V4 Rosa Gris Mujeres Venta Auténtico I had an
Nike Free Run Trainer 3.0 Negro Azul Hombres Venta Auténtico international adoption agency as a
2012 Nike Free Run 3.0 Negro Azul Mujeres Precio Al Por Menor client. Consider a young lady in
Nike Free Run 4.0 2012 Azul Plata Mujeres Con El Envío Libre a crisis pregnancy.
Nike Free Run 3.0 V2 Gris Negro Mujeres Todo De Alta Calidad What is the risk involved as she contemplates releasing her unborn child to
Nike Free Run 3.0 V7 ​​Rosa Blanco Mujeres Nosotros Outlet Store adoption?

Certainly a lifetime of consequences for at least four people. On
2012 Nike Free Run 2 Rose verde Mujeres Todo De Alta Calidad our 0
Nike Free Run Powerlines Ii Verde Negro Hombres Venta Hombres 25 scale,
2012 Nike Free Run 3 Gris Púrpura Mujeres Nosotros Outlet Store most people would rate it as
Nike Free Run 2 Negro Azul Mujeres Entrega Rápida a Su Puerta a 25. This risk
Nike Free Run 4.0 2012 Azul Verde Mujeres Tienda Outlet On Sale is at the opposite end of
2012 Nike Free Run 3.0 V2 Blanco Gris mujeres rojas En Venta the
Nike Free Run 4.0 Mujeres Blue Sky Outlet Tienda Online 2014 spectrum.

The point here is that different
Nike Free Run 3.0 Plata Mujeres Purple Ven y Únete a Nosotros decisions carry with
2012 Nike Free Run 2 Azul Negro Mujeres Con Calidad Auténtico them different degrees of risk. Now, put yourself in the shoes of the individual who is making the
2012 Nike Free Run 2 Negro Púrpura Mujeres Con Calidad Superior decision to buy your products. What
2013 Nike Free Run Powerlines Negro Hombres Venta Auténtico happens to that person, if he or she makes a mistake?

Now I
Nike Free Run 2 azules amarillas Mujeres Ven y Únete a Nosotros know you are thinking that you and your company will make it right,
Nike Free Run 3.0 2012 Verde Plata Mujeres Todo De Alta Calidad so that there really is no risk. But
2012 Nike Free Run 2 Negro Rosa Mujeres Para Auténtico Barato
Nike Free Run 3.0 V4 Negro Azul Mujeres Nosotros Outlet Store that’s your perspective, not your customer’s. He doesn’t know that you’ll make things right.
Nike Free Run Powerlines Ii Verde Blanco Hombres Venta Barato Even if you say it, he still
Nike Free Run Powerlines Ii Azul Blanco Hombres Envío Rápido doesn’t necessarily believe it.

So, put yourself in his shoes, and see the situation through his eyes. On the 0 25 scale, how
2012 Nike Free Run 3.0 V2 Gris Verde Mujeres Con El Envío Libre much risk does he accept when he says "yes" to you?

Here’s an
2012 Nike Free Run Tr Fit Naranja Hombres Para Hombres Baratos easy way of calculating it. Just ask yourself what happens to that individual if you, or your company, mess up.

Hopefully, you
2013 Nike Free Run Powerlines 2012 Gris Azul Hombres En Venta now have a different perspective on that prospective customer
Nike Free Run 2 Negro Azul Mujeres Versión Adecuado Para Usted for whom your pricing is attractive, your product is better; your net impact on the customer would
2012 Nike Free Run 2 Mujeres Gris Rosa Guardar Descuento Grande be positive, but who won’t buy. It’s not about the
Nike Free Run Powerlines Ii Men Negro Verde Entrega Rápida price, it’s not about the quality, and it’s not about
2012 Nike Free Run Mujeres Plata 3.0 Verde azul Envío Rápido the service. It’s all about the
Nike Free Run 3.0 V7 ​​shinne azules mujeres negras Para Barato risk!

If the risk to that person is high, the way to make the sale is
2012 Nike Free Run Tr Fit gris azul de los hombres Venta Zapatos to
2012 Nike Free Run Tr Fit Naranja Hombres Con El Envío Libre reduce that risk.

Here are three strategies for reducing the risk.

1. Develop
Nike Free Run 3 Gris Verde 2012 Mujeres Con Descuento Grande a closer personal relationship. The greater the relationship,
Nike Free Run Trainer 3.0 Negro Rojo Hombres Outlet Worldwide the less the risk. The lesser the relationship, the greater the risk. That’s why they would prefer
Nike Free Run 3.0 Plata Mujeres Purple Venta Zapatos Baratos to
Nike Free Run 2 Pinke Blanco Mujeres Aquí Sería Su Mejor Opción buy a less effective product at a higher price
2012 Nike Free Run 3.0 Piel Gris Blanco Mujeres Envío Rápido from the salesperson
2012 Nike Free Run 2 Gris Rosa Mujeres Cada Compra Que Realice who has been calling on them for years.

Focus, not on reducing the price,
2012 Nike Free Run 2.0 Gris Azul Blanco Mujeres Outlet En Venta but rather in increasing the relationship.

2. Make the deal tangible. The more vague and intangible the purchase, the more
Nike Free Run Powerlines Ii Verde Negro Hombres Venta Auténtico risky. Take all
Nike Free Run Powerlines Ii Naranja Hombres 70% De Descuento the imagination out of the
2012 Nike Free Run 3.0 Azul Plata Mujeres Nosotros Outlet Store buy.
2012 Nike Free Run Mujeres Plata 3.0 Verde azul Outlet En Venta Bring them into
Nike Free Run 3.0 Rose Gris Mujeres Tenemos Buena Reputación your facility
Nike Free Run 3.0 mujeres azules Envío Libre Con Entrega Rápida so they can see that you really do have an office/production facility. Take them to a location where the machine is being used by
2012 Nike Free Run 2 Negro Rosa Mujeres Tienda Outlet On Sale someone else. Hand them certificates of warranty instead of just telling them. Show them pictures of the
2013 Nike Free Run Líneas Marrón Hombres Precio Al Por Menor product being used.

Look at every aspect
Nike Free Run Powerlines Ii Verde Negro Hombres Venta Zapatos of your offer, and
2012 Nike Free Run 2 Rose verde Mujeres Hasta 52% De Descuento think about how you can make this piece more tangible and objective.

3. Use Proof. What is "proof? Someone else, other than you, saying something about your product, company, or service. Proof is letters of
Nike Free Run 2 Orange Yellow Mujeres Más De 60% De Descuento recommendation from other
Nike Free Run Powerlines Ii Azul Rojo Hombres 70% De Descuento customers, photographs of other customers using your product or service, testimonials, case studies, lists of clients, third party studies, copies of articles from trade journals, etc. Anything you can find that in any way adds substance by someone
2012 Nike Free Run 3.0 Gris Rosa Mujeres Todo De Alta Calidad else, even if it is remote and only distantly
Nike Free Run Trainer 3.0 Negro Hombres Amarillo Venta Barato connected to your offer, will go a long way to reducing the risk.

The
Nike Free Run 3.0 V5 Ext Gris Rosa Mujeres Outlet Worldwide concept of risk and its role
2014 Nike Free Run Gimnasio Negro Blanco Hombres Venta Hombres in the buyer’s mind is one of the most powerful concepts in the world of B2B sales. Taking it
Nike Free Run Powerlines Ii Verde Negro Hombres Venta Hombres into account and planning to reduce the risk of every decision will be one of your most powerful sales strategies.

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