Objections, Sales Recommendations (presentations)
I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the other, but I liked it more, and the sales rep knew that. After I hemmed and hawed awhile about hesitating because of the price, he said, "Two years...
Sales Recommendations (presentations)
Of all the reality shows on TV, the one that actually has some value other than mindless entertainment is Celebrity Apprentice. I made a point to watch the premier last night, and saw a couple of very important sales lessons in action. The teams of celebrities were...
Photos of Training Clients, Sales Recommendations (presentations), Uncategorized, Voice Mail
I always laugh at someone’s comment when I hear them say, "You can’t sell that by phone." It’s ignorant. Here’s yet another example of someone doing what others have said can’t be done: selling homes and barns by phone. Sand...
Listening, Sales Recommendations (presentations)
I begin all of my sales training sessions by pointing out that the worst way to try to sell something is by TRYING TO SELL SOMETHING. If you make it about you, that creates resistance since the prospect feels they are being sold, which is a sure path to resistance....
Sales Recommendations (presentations), Uncategorized
I’ve had the great opportunity to work with several divisions of Thomson Reuters over the past 10 years. It’s a company that really "gets it" regarding how to manage and execute inside sales at the highest level. Last Friday I presented all day...
Closing, Questioning, Sales Recommendations (presentations)
I was reminded the other day that in many sales situations there are two levels of agreement you must pass in order to get the sale: 1. agreement that they will take action on their need, problem, or situation. That are actually going to buy from SOMEONE, and, 2....
