A Simple Way to Answer Objections

Objections

The simplest techniques can be so effective. Especially as it relates to dealing with resistance and objections. No need to “rebut” the objection with some goofy technique that is adversarial. This is so easy, anyone can do it. While listening to calls in...

You Will Love This Technique

Sales Recommendations (presentations)

If you watch any news shows, or listen to talk shows on the radio you have heard the teasers: “Coming up: something you will not believe.” “After the break: tips on how to eat what you want, lose weight, get smarter, AND better looking.”...

Being Grateful Turns into Great FULL-Ness

Self Motivation

Since it’s Thanksgiving week in the US, we’ll wander a bit from the typical sales tip, yet it will still contribute greatly to your success, and happiness, as well as that of others. I shared this tip a few years ago, and wanted to do so again. In the...

Simple “Sales Math” Should Be Taught in Schools

Price and Value, Sales Recommendations (presentations)

Thinking back to all of the math I took in high school and college, most of the algebra, calculus, statistics and accounting was never of any use to me in the real word. What would have been really helpful is some basic sales math that most of us use the rest of our...

This Question is Great. And Horrible. It Just Depends

Questioning

It’s a great technique. It’s a horrible technique. The difference is, with the right person, at the right time, it can be an extremely productive question. And that right person is anyone other than your decision maker. With decision makers, asking that...