Have you ever received a positive response to your proposed solution (and the company that offers it) only to have your prospect insist on checking out your recommendation on the Internet? What do you do?
If you think that sighing in frustration is your only choice, think again. The better solution: anticipate early on that prospects will go online and neutralize their findings in advance.
The key is to avoid getting into arguments or pressuring them to decide now before Internet complaints cloud their judgment. Instead, establish your expertise so that your authority trumps comments from anonymous Internet posters. Here are nine ways to do just that:
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