Drive Sales Effectiveness By Making Your Idea Their Idea Have you ever been at a nice restaurant with people you wanted to impress, so you order a fine Napa Cabernet only to have the sommelier suggest an alternative bottle? There’s that moment of sheer panic when they select something way out of your price range, …
We have reviewed how to identify sales objections and separate out true concerns from the trivial pursuits. We reviewed the types of real sales objections that we encounter in the sales process. And we reviewed the best time to address these objections. So now it’s time to look at how to overcome sales objections through …
How to Overcome Sales Objections With the Right Response Read More »
In one of our sales training sessions, a participant asked me for ideas on how to avoid some of the objections she was getting from her prospects. Now, in these situations, my experience is if one person asks a question, then there are at least 5 other people with the same question simmering just below …
How to Resolve Sales Objections Quickly and Easily Read More »
Sales reps are still being taught old school tactics that don’t work in today’s digital business environment. In a previous post, I reviewed how the much maligned cold call has become ineffective because of the outdated practices still being used to execute them. The same can be said for opening a sales call. If you …
When Opening a Sales Call, You Need to Stop Doing These 2 Things Read More »
Sales Wisdom I’ve Discovered in my Career Throughout my time in sales, I’ve researched numerous complex theories, process descriptions, tactics, and strategies. In addition to these, I have also come across a number of quips from sales gurus who try to encapsulate sales success in a simple phrase that can be easily understood, even by …
3 Quick and Easy Steps to Achieving Sales Success Read More »
This post on sales responses was originally published on Oct 21, 2016 and updated on May 15, 2019. When we get our prospects to clarify their objections, we want to get them to specifically identify the problem or challenges they are finding with our solution. Remember, our overall goal is to get the prospect to …
Why ‘Maybe’ Is The Worst Sales Response You Can Get Read More »
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