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Sales Training: Day 109 – (Most) Prospects hate confrontation
Most normal people don’t go to work wanting a confrontation with a pushy salesperson. Who would? They actually don’t go to work looking for a confrontation with anyone; which should give you a little insight into your prospect’s psyche. You need to be continuously working on your rapport-building skills. If you haven’t already, please go …
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Sales Training: Day 108 – What to say when you’ve lost the sale
I haven’t won every sale. Neither will you. I was once in a very heated competition. After a huge effort on my part the prospect awarded the deal to my competitor. When they first sent me the email letting me know they selected someone else, I was furious. I wanted to pick up the phone …
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Sales Training: Day 107 – Objection: We’re happy with what we already have
Here’s another dagger into the heart of the average salesperson. Master this objection and leave your competitors behind. Here’s the best part about this objection – your prospect is telling you they’re already using something similar to what you’re selling. You don’t have to spend time educating them on why it’s wise to use a …
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Sales Training: Day 106 – Pin the cushion
When a prospect gives you an objection the natural thing to do is react and tell them how wrong they are. That’s what amateurs do. NOT professional sales people. You need to let your prospect’s objections bounce off you like water off a wet duck. Remember that objections are a prospect’s way of: Looking for …
Sales Training: Day 104 – Customers versus prospects
Do you act differently with your prospects than you do with your customers? Don’t. Put yourself in their shoes. What if you act one way during their buying cycle and another way after they’ve given you their money and their confidence? During the buying cycle you’re calling every day, bringing gifts and getting your prospects …
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Sales Training: Day 105 – Listen to this
This could easily be the first lesson in the Sales Getters Sales Training Course. If you aren’t a good listener, you’ll never reach your full potential in sales. There is nothing as self-defeating as not listening to what your prospect is saying to you. There are several keys to good listening: Look the person who …
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