The tool of communication that the buyer uses to ‘play hard to get’ is called an objection. …The good news is that there is a finite number of challenging objections; they rarely get to ten. Effective sales managers compile appropriate responses for each into a live document and continually have their teams practice them “I…
Continue readingWhy is selling so difficult?
Open letter to the novice salesperson, desiring to thrive
Dear Novice Here’s three tips I want to share with you as you embark on this adventure called selling. 1: Yours is not a desk job – quit benchmarking with it The two are as different as light is from day. Unless you explicitly look for it, information about selling is not as commonplace as…
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