The simplest techniques can be so effective. Especially as it relates to dealing with resistance and objections. No need to "rebut" the objection...
A Simple Way to Answer Objections
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Social Selling Tips That Really Help You Sell
Attaching the word "social" to just about anything is trendy... social media, social networking, and, social selling. It can be dizzying figuring...
The Most Important Skill to Focus on This Year
At the grocery checkout stand yesterday, the friendly clerk asked the question that I know they are trained to ask, since I've heard it hundreds of...
Are You Missing These Buying Signals?
I saw an article in the real estate section of the paper that dealt with buying signals. The piece explained the signs to watch for from prospects...
How to Handle an Immediate Cold Call Brush Off
At a company's sales kickoff training seminar I was asked what to do when cold calling a prospect and they immediately brush you off. He wasn't...
Questions to Ask Yourself for Your Best Year Ever in 2013
Several years ago I started a year-end tradition of posting a list of questions for sales pros to ask themselves as they started their new year.It...
This Voice Mail Would Always Get a Returned Call from Me
In my inside sales and cold calling (Smart Calling) training programs often talk about the ultimate benefits or results you offer, and how those are...
Guy Changes His Name to HeadsetsDotCom
Companies spend big bucks to buy the naming rights to stadiums and arenas, with the hope that they will get a return on their investment in the form...
The Truth About Sales Scripts
Any time I hear or read a sales trainer, manager, or a rep demean the use of sales scripts, they lose credibility with me. Sometimes the problem is...