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We break down why objections like “I need to think about it” persist and show how to dissolve them by making value specific, measurable and owned by the buyer. We map the before-after-bridge model, craft impact questions and use proof so clients often lead the close.

• separating price qualification from value clarity
• diagnosing pain and the cost of inaction
• framing before and after states with metrics
• translating features into payoffs buyers feel and count
• using social proof, pilots and ROI to de-risk
• agreeing success criteria and measurement
• avoiding red lights and focus on the client’s story

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Graham Elliott

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