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I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson.
Tag: gitomer
Prospects have rules. Follow them to make an easy sale.
When you make a presentation, you’re not the only one with expectations. The person you’re presenting to has as many or more than you. Are you aware of them?
Running is Like Selling. A Race to the Finish.
I just ran my first race. An 8K (five miles for we anti-metric devotees) road race. I’ve been in sales for 25 years. I’ve been running for six months.
The Winds. The Tides. The Sales Career. They All Change.
A career in sales means adapt to change or die. Changes occur in a sales job every minute.
If you think you’re a professional salesperson, could you prove it to a judge?
Ask anyone in sales if they consider themselves a professional, and the response is an immediate YES. But I challenge you… if you were in court, in front of a judge, could you produce the evidence to prove you’re a professional salesperson?
Watson, come here. I need you to help me make a sale.
Take away the telephone and you’d have a tough time doing business. Is this sales tool so vital that you take it for granted?
Consultative Selling — The hardest and easiest way to sell
What do you get when you combine a salesperson with a consultant? The most powerful method of selling.
Finding out “why” is easiest after you lose the sale
The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES.
Objection Prevention. A New Way to Enjoy Safe Sales.
There are no new objections. You’ve heard them all before.
The Elusive Hot Button — How Do You Find It?
All sales training includes this line: “If you want to make the sale, be sure to push the prospect's hot button.” Great, where’s that?
Ray Leone eats dessert first. So should you!
“Don’t start your presentation until the customer agrees to buy,” says Ray Leone. WOW. That’s power if you can pull it off.
