by studio98 | Jun 27, 2013 | blog
When talking with salespeople I’m always amazed at the fact that most believe that they “know” why their prospect should buy their product or service. In discussing this further I have found that this is not based on any real understanding of the individual...
by studio98 | Jun 25, 2013 | Exercise - Certainty
Is Price a Valid Objection? 1. First, write down all the places you have heard that pricing is a concern or that you should lower your price to get a deal. These could be articles on the web, your uncle George or the news. Consider whether or not the purpose of these...
by studio98 | Jun 25, 2013 | Exercise - Certainty
Make Effective Initial Contact In this exercise, work with a partner. This could be a fellow sales team member or sales manager or anyone who is in sales and can be an effective coach for you. Set up the scenario by making you or your partner the salesperson and the...
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