Usually, the first roadblock on the ABC path is a small revelation of the prospective buyer’s mind set, a bias of generality that is a meant to send us to the bleachers.
Our job is to make a few more preliminary closes in an attempt to discover more refined mindsets. WE NEED TO KNOW HOW the prospect gathers information. We need to know WHAT if anything, the prospect knows or has heard about our product. If the prospect seems to be knowledgeable about our offering, we can listen to a couple of complaints, compliment the prospect on their knowledge and ask what they thought the benefits were, if any. We are now having a conversation.
Listen well, gather information and Always Be Closing.