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Category Archives: Featured Articles
5 Easy Ways to Build Rapport With Your Prospects
Handling prospects often requires a consultative sales process. This is a needs-based approach that requires a strong relationship between the sales person and the prospect. This relationship must be built on trust and that can often be a difficult commodity to come by in today’s marketplace.... read more
Our top ten closing approaches
You’ve recognized the buyer’s shift and you’re at the closing point…. now what? Remember that closing is simply helping the prospect make a decision. The progression of ideas that both you and your prospect have shared has lead to this moment. Make sure to handle this portion of the sale with the utmost amount of sympathy, knowing that making a decision is always a bit scary. Decision-making induces a lot of fear and it’s a big step, so show the buyer that you acknowledge the big step they are making. ... read more
Sales Training That Will Stick
After reviewing over 15 branded sales methodologies, we found that in the spectrum of sales training methodologies, the training is oriented from transactional sales (very short sales cycle times) to very complex sales with long sales cycle times (years). According to one methodology, you can teach anyone to sell. Perhaps true, but how well?... read more
Posted in Featured Articles, Sales Aptitude, Sales Professionals
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Handling Objections
When we hear the beginnings of an objection, our first instinct is to feel rejected. We feel that objection equates to negativity. We shut off and assume the buyer is uninterested. But what if we started to look at objection as a pathway to refining. What if we looked at objection as constructive criticism?... read more
Understanding your buyer’s fears
Now that you’ve acknowledged a salesperson’s two biggest fears (product knowledge and rejection), it’s time to think about what types of fears your buyer has. Believe it or not, you’re not the only one that is anxious about the ordeal. In fact, the buyer’s biggest fear is that they don’t fully understand the value of your offering.... read more
Posted in Featured Articles, Leads, Sales Professionals
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