In sales we like to hold on to deals. We can do this despite the fact that prospects are not returning our calls, or responding to our multiple outreach efforts. Why? We certainly want to exhaust every avenue. Grit and perseverance is important in sales. And we certainly hate to lose, for sure. But the […]
10 Ways To Handle Price Objections
No matter the price, your prospect has been conditioned by advertising and manipulative sales techniques to object to pricing. Your prospect may stall, pause, or outright complain that the price is too high. Most salespeople respond by either justifying their pricing or reducing it. Both tactics are bad. By justifying their pricing, they are, in […]
How To Handle Objections In a Way That Feels Good
Handling objections in a way that feels good seems like an oxymoron. How do you feel good about getting an objection? Objections are like walking across the high school dance floor to ask someone to dance only to be…well…objected to. But enough about my past. In short, objections can get us all tied up in […]
Stop Chasing Your Prospects. Lead Them.
Stop chasing your prospects. Lead them. If you’ve ever finished a conversation, presentation or demo only to begin a long chase to nail down your prospect for a decision or next step, it’s because you didn’t lead well. Ouch. I know this may be hard to hear. When you don’t set up your interactions in […]
Why Sales Advice Is Sometimes Less Than Helpful To You
Think about the last time someone gave you sale advice. Was it helpful or not? Did it move the needle for you in one area or another? There are lots of sales tips and advice shared on social media. On any given day on LinkedIn, you might see sales advice on outbound prospecting, inbound processes, […]