This course will teach you careful listening skills that reveal whether a prospect is asking a simple question that can be answered directly, or if this is a "soft" objection that requires further probing to find the real issue.  By applying a simple six-step process, you will become adept at listening to the prospect, analyzing the nature of each objection, and taking the most effective action.  You learn to defuse emotional clients, and avoid situations that create tension or confrontation.  This will yield more positive results and increase your sales effectiveness - and that's money in the bank!