Sales Training Center
-
Price: How to Delay Talking About Price Until AFTER You Have Identified Value
by Alan Rigg Talking about price is an important step in the sales opportunity qualification process. After all, if a prospect can't afford your price, are they really a valid prospect? ...
-
The 5 Secrets to Top 20% Sales Performance
Why is it that 80% of the sales and revenue in any company or industry is made by the Top 20% of the producers? And, more importantly, what you begin doing ...
-
Addressing the Elephant in the Room
Admit it! There are some subjects related to your product, service or solution that you dread talking about. Perhaps your offering isn't the most "leading edge." Maybe your pricing is much ...
-
Is Your Prospect Hesitating? Are You Surprised?
Did you ever notice that the most excited prospect, the one who loves your product the most and can find nothing wrong with it, is also the prospect who has ...
-
A Two-Step Formula for Handling Pricing Objections
In this article we focus on a proven two-step formula that can help you handle any pricing (or any other) objection, for those times when your ounce of prevention may not ...
-
The Creation Of An Objection
Before attempting to handle any type of objection, it is important to begin by looking at the beliefs that sales people are holding in their minds. If they are focusing on ...
-
How to Deal Effectively with Objections
An objection can be looked upon as sales resistance, and without it you cannot expect to make a sale just as in electricity, you cannot expect to have current flowing from ...
-
Objection Handling: “I Need My Manager's OK!”
Nothing is more frustrating - or time-wasting - than to find out that you have been selling to the wrong person! Influencers can not buy, they can only recommend. A decision ...