December 6, 2017

How to Respond to a Common Price Objection

Thanks to the prevalence of discounting, most reps will encounter price objections from prospects. But, just because your competitors are slashing prices, it doesn’t mean that you should. While discounting certainly has its place in the industry, it shouldn’t be your knee-jerk reaction.

November 27, 2017

Percentage of sales success. How low can you go?

The cold call is THE lowest percentage sales call, it’s an interruption, it’s a fight, it’s often a lie, it’s maximum sales manipulation, it’s a rare appointment, and a rarer sale. Wanna go from low to lower? Cold calls are made by people who are new to the job and have limited capabilities.

November 22, 2017

Topics That Can Drive Away Prospects

Communication is so important when working with prospects. But, there are certain topics that you should avoid if you hope to land their business. Unfortunately, many reps can’t always differentiate between what’s appropriate to discuss and what isn’t.

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