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How To Close A Sale - 5 Reasons People Don't Buy - YouTube
Channel: Dan Lok
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have you ever had this experience you
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try your very best to sell your products
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and services you explained the whole
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thing it makes perfect sense to the
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prospect but yet at the end they don't
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buy and you wonder what's going on why
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the hell they don't buy today we're
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going to talk about the five reasons why
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people don't buy the first reason why
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people don't buy from you is no need or
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low need so in spite of how great your
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products or services but the prospect
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they might not need it or they might not
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need it right now
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so what do you do imagine this you're
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going to the mall and you know how
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you're walking through the mall walking
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to your store the store that you want to
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go to in the middle of this during it
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may be tweeted booth someone's talk to
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hey try this thing free sample or try
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this cream on they are interrupting you
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you have no need to buy there and you
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find it annoying well there you go
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there is no need you cannot convince
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someone if they don't think that they
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need your product or they want your
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product or services there's nothing you
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can do with these type of prospects it's
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better to cut your losses and save your
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time you qualify them and then you
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disqualify them very quickly and then
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you move on so that's reason number one
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no need reason number two no urgency you
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see delay kills the cell when they say
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to you that oh yeah you know what I'll
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think about it I'll get back to you send
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me more information all of that stuff
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it's lack of urgency they don't see that
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why they need to buy right now you
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haven't given them a reason why they
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need to do it right now you see two more
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never comes
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what you don't close today you will not
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close tomorrow although they'll be very
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nice to you and they'll be very polite
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and say yeah you know what follow up
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with me three months from now I'll get
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back to you know you're here for me and
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guess what happens comment below what
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happens when they say that you never
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hear from them again delay kills a sell
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so what could you do you need to
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demonstrate you need to show them the
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hey why they need to do
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right now maybe it is an exclusive offer
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maybe it's limited quantity that we only
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have so many of these if you don't buy
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right now where they run out you will
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not be able to get them anymore
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or it could be limited time they hate
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its we is this is only available within
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this period of time or this offer is
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only available within this period of
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time you have to give people a little
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bit of push otherwise they don't act
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reason number see why people don't buy
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is no desire you see people don't buy
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what they need they buy what they want
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they want that car they want their house
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they want a new suit they want their bag
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just like my wife Jenny they want a new
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pair of shoes they want a vacation they
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don't necessarily need it you think
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about a lot of things in your life we
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don't actually need you don't need that
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new computer you don't need that new
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table you don't need that new video game
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you want it the desire how do you create
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the desire how do you create that the
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insatiable desire that people want to
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buy what you have to offer usually you
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do that with an offer an irresistible
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offer how can you make it so compelling
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how can you make what you sell so
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interesting and compelling and
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irresistible to your prospects that is a
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no-brainer and so hey you know what I
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want this and you can create that desire
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or you can tap into the existing desires
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they already have that's already within
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them you see human beings we only have
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so many desires it's not as complex as
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you think in the future I might make a
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video on that if you're interested
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comment below and I'll make a video for
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you so for now reason number three no
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desire no desire no sale reason number
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four why people don't buy no money this
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is probably the most common one no money
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or they don't have a budget or they
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don't have the money right now available
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to buy what you want to offer to them
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now this may or may not be the case if
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you're actually selling to people it's
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got no money my question to you is why
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the hell are you selling to people who
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cannot in the first place of for
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what you offer but let's say they do
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have the money on they can find the
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money somehow what this usually means is
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no value what they're saying is yeah I
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can't afford it
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maybe they can't afford it but chances
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are is what they're saying is I don't
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see the value in this I don't see like
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why this cost so much we have we as a
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closer we have not presented our offer
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in a compelling way that they could see
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in terms of money and value everyone in
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de mentally think about this they have
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this scale value versus money right
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which one weights more and when you have
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a lot of value and they compare okay for
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this bond money I can get this much
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value suddenly they have more desire
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they're more urgency that they want what
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you have to offer so reason number four
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why people don't buy no money reason
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number five why people don't buy from
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you because of no trust
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they don't believe you they don't trust
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you they don't trust your product
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services they don't trust your company
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so how do you handle this you can do
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this a number of ways you can do that by
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giving them more social proof by giving
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them some testimonials where your other
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customers what they have to say about
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your products and services proof
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social proof or you can tell them that
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your history of the company how long you
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have been around or proof or data or
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case study if you're selling anything in
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the health and fitness niche maybe show
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them some of those proof show them what
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the scientists have to say if they don't
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trust you they cannot buy it's very very
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important but that's one more point not
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that they don't trust you
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there's one thing that very few
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entrepreneurs and closers understand
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they don't trust themselves
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yes they don't trust themselves they may
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trust your product they trust your
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company but they don't believe that you
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would work for them they don't believe
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that they would even use it they know ok
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he is gonna be another pocket I buy it's
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gonna put I'm gonna put that on a shelf
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I'm not gonna use it it's gonna be a
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waste of money how is this time going to
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be different you have to address that
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so not just trusting in you and your
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company and your brand are trusting in
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themselves and most people believe or
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not they do not trust themselves because
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their track record is not good so let's
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say you're selling a weight loss
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solution oh here's another one they know
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I've been on 10 different diets and try
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20 other weight loss solutions on my god
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this time it is gonna fail how do I know
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it's gonna work even they trust you you
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have testimonials you have proof you
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have all these things but they don't
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trust himself well you know I'm not
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gonna do this I know I've already looked
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at my track record all these things I've
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tried I have already failed how is this
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gonna be different so within your
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marketing in your brand in your message
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you need to address that I want you look
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at these reasons why people don't buy no
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need no cell no urgency no cell no
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desire no cell no money no cell and no
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trust and no cell I want you to look at
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the way that you clothes the way you're
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doing your marketing how can you create
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trust in the marketplace how can you
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make sure that you communicate ticular
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your value so people can see that you
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know what it is totally worth to buy
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what you have to offer how can you
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communicate how can you create the
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irresistible offer so people desire what
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you're selling how can you create that
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sense of urgency so they buy right now
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not tomorrow and how can you solve the
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problems that they have how can you give
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a solutions that they need that's how
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you handle these objections so five
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reasons why people don't buy think about
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that
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