Archive for January, 2010
The Holy Grail Part IV: Cardinal Rules
By Danny Matharu 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 address each point [...]
The Holy Grail Part III: Objections, Objections, Objections
By Danny Matharu 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 [...]
