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Remember the lion in the Wizard of Oz? He traveled far, risked his life, and defeated the Wicked Witch of the West in the hopes that when he reached the Emerald City, the great Oz would grant him courage. But when the curtain fell away, the wizard was revealed to be a little man speaking in a megaphone, frantically tugging at levers.

It’s all smoke and mirrors. Too often salespeople hope someone, anyone, will give them the answer. But no one will ever hand you a badge of courage unless you earn it—which is exactly what the Lion had already done on the way to meet Oz.

Courage must be practiced. If you wait to take action until the fear goes away, the inspiration will never come.

Watch this lesson on how to uncover hidden objections.

Hint:………It takes c-c-c-courage!

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