Hit or Miss Doesn’t Work in Selling
Many sales are lost because salespeople assume they know what the customer wants. Salespeople like to make assumptions of knowledge about what the buyer wants and needs, or sometimes more…
If You Live By Price – You Will Die By Price
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a…
Five Ways to Handle Price Objection
Many sales reps struggle with objections from their clients. One of the most common is that dreaded phrase: “I don’t have the money, and right now I just can’t afford…
The Objection Handling Process: Mind vs. Heart
The nature of an objection is based on the fact that the buyer’s heart and his mind are engaged in a struggle. As we know, it’s the heart that does…
Cold Calling Mistakes – Top Tips to Avoid
When done correctly, cold calling can be an effective sales tool for a business. However, many companies either do not use cold calling or attempt it ineffectively. This is due to…
How to Handle Price Objections
Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It…