This is one of the most common fob-offs anyone can experience in sales. So how do you deal with the objection “call me back later?” Let’s imagine you’ve spoken to … Continue reading How to Deal With The Objection “Call Me back Later!”
I was recently contacted by a customer who was concerned that at the 11th hour he had an opportunity which had a 90% chance of success might become delayed or … Continue reading 11th Hour Sales Dilemma!
What Are You (Not) Saying? We’re all salespeople! We have to motivate, influence and persuade others in order to achieve things together. It gets even more complicated if there are … Continue reading How To Improve Feedback In Just 20 Minutes!
I recently completed a 6 month sales training & coaching project with a new client. And just like in an earlier example: “11th Hour Sales Dilemna!” it was very nearly jeopardised. … Continue reading The Competition Rule
One of my clients has to work very hard to win business. They operate in a really competitive market place. One of the most common objections they come up against … Continue reading How To Get Round “Happy With Our Chosen Supplier!”
“The other company has a better understanding of our business…” That was the feedback my connection was told when he asked for feedback for a deal he was sure his … Continue reading Find Out Why The Prospect Didn’t Choose You!
How often when asking questions do you immediately try and fill the gap? You know you shouldn’t but in your eagerness you want to keep the conversation flowing and avoid … Continue reading The Power of Silence in Sales
We must get as many parts of our communication process working for us as possible. How often when you dial in to retrieve your messages do you find blank ones … Continue reading Are You Missing Opportunities Due To Voicemail?
You’ve been trying to reach your Prospect. You’ve called multiple times at various times. So do you now leave a message? Here’s a message I received recently. What do you … Continue reading Voice Mail Tips
Imagine you had been called by a prospective supplier. Your colleague takes their call and relays some intial information to you about their message. You don’t have time to take … Continue reading How to Respond to “Send an E-Mail!”