This is about preparing for sales objections, which is the key to success in sales. If instead you can articulate what objections and anticipate what will raise and ask them quickly and confidently, this is much more effective and will allow for a much smoother sale process, so the key is to anticipate and prepare for the objections now, it all starts with as if anything in life, having this positive attitude, apart from being prepared, is coming to sort of encounter with the right attitude, an objection is an attack on you or the product in fact it's a good thing, it means that the prospect is interested enough to even raise an objection in the first place as Grant Cardone says the most dangerous objection is the unspoken objection, how can you deal with it if they haven't even said it so remember that the goal is not to sell the product but to help. The prospect makes the right decision their objections are helping this process so what you need to start off with doing is really knowing the prospect well that's the first thing we can do how well do you know this Prospect if you have made a full customer profile Avatar you'll be able to guess the type of questions and comments they may have you also know their needs and what is most important to them, so you can address their objections in a satisfactory way go above and beyond. Next thing is take good notes once you start having sales conversations with customers take good notes on the objections that they write make a list of these comments and questions so you can prepare next time you hear them because believe it or not customers if you're selling the same product services day will raise very similar objections especially if you have your customer Avatar correct so the benefit of doing this of course is you can get ready to answer the same things again in the future. Next thing you can do is know the greatest hits one way to really anticipate the issues is to get to know what people commonly are concerned about and the most common are, of course price naturally you should be prepared when people say the price is too high be ready to explain the value you and justify the cost to them the next one that happens all the time of course is lack of need now the prospect may not feel they need the product they may feel they don't need the product at this time they may feel that it doesn't solve their pain so make sure you're prepared to deal with this issue. The next one I have for you is create a cheat sheet success in sales depends on knowing your products inside out it really does the better you know it the more commissions you can make it's hard to know everything and its lows down the sales conversation when you have to check and get back to the prospect with something. What are the five habits and practices reviewed? How can we apply this to preparing for a job interview which is perhaps the most important sales call you might make on graduating?