Jul
12
2011
Handling Objections Effectively – Steps Eight to Ten
Sometimes, objections are show-stoppers. Not everyone is a prospect right now for your services or product.
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Jul
07
2011
Handling Objections Effectively – Steps Six and Seven
When closing, encourage the prospect to acknowledge and agree to your understanding of any objections.
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Jul
05
2011
Handling Objections Effectively – Steps Three to Five
When selling, look for the logic in objections, restate your prospect’s concerns, and get acknowledgement.
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Jun
30
2011
Handling Objections Effectively – Step One and Two
Attitude and onions – two points about handling objections in selling conversations.
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Jun
28
2011
The Good News about Objections
Objections reveal what stands between you and a prospect doing business together.
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Jun
23
2011
What’s the Urgency?
Know the reason that it is urgent for your prospect to buy now. Your prospect probably doesn’t know it!
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Jun
21
2011
Closing Rule Three Applies to Appointments
“Close and get out” applies to securing a first appointment with a new prospect.
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Jun
16
2011
Make a Quick Exit to Save a Sale
Some thoughts on why you should leave right after closing a sale.
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Jun
14
2011
Lessons Learned about Closing Rule Three
The road not taken: issues that come up after a deal is signed or a sale is completed.
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Jun
09
2011
Closing Rule Number Three
Closing Rule Number Three: A story about the importance of getting out after getting a commitment.
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Helpful Hints on Dealing with International Clients: Remember not to assume you’re the same
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