Salespeople deal with all sorts of objections – and price is often at the top of the list. Here are some ways to deal with the dreaded statement, “Your cost/rate/fee is too high.”For conversation’s sake, let’s say your product is a big-screen TV the customer loves...
We all wish there were more than 24 hours in a day. We have so many ideas, so much to do … but perhaps the most important thing you can do each day is to take two minutes to think and do nothing. Think about the business, think about your staff, think about your...
Cold calling is an important part of any salesperson’s toolbox. Here’s how to do them right:Dismiss the notion that you are bothering people. Many will actually welcome your call, especially when you are providing useful information. Consider this study by the Rain...
We all have certain things – patterns, assumption sets, habits — that we bring to the table. And we get stuck in how we do and see things.Here’s a quick exercise to give you new perspective:Write down one reason you would fire yourself. Identify that certain...
We all know that sales isn’t always easy. Sometimes it’s tough to face that phone, especially when life is not going exactly how we’d like.Along those lines, there’s a lot to be said for striking while the iron is hot. Just closed a big deal? Hold that celebration for...
Are you a salesperson ready for explosive growth? Here are three pillars to embrace:Pillar one: Psych up and prepareBefore you start the day, review the news and create one or two open-ended questions, one or two transitional statements, and a few talking points so...
