Archive for January, 2010

The Holy Grail Part IV: Cardinal Rules

By at 13 January, 2010, 4:01 pm

When in Sales: Do: •    find out what the customer wants and expects – LISTEN! •    identify the key message you want to convey. This may change during the course of your conversation with the prospect •    establish supporting points to anything you say and a logical reply to any objections/questions making sure that you [...]

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The Holy Grail Part III: Objections, Objections, Objections

By at 9 January, 2010, 2:10 pm

In you’re in sales (we ALL are), at some point, sooner rather than later you’re going to come up against objections. In my opinion, most objections are a buying signal and show that the prospect is interested in your ‘offering’. Here’s some that came up whilst selling DreamStart and how we ‘overcame’ them’. Again, this [...]

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