There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry. And here is what it is: 80% of the selling situations, the stalls, the resistance, the objections you get into today, you’ll get […]
I coach a lot of sales professionals, one on one, in individual sessions every week. Sales managers, business owners and also individual sales reps who are committed to moving into the top 20% or op 5% of their profession. Prior to working with someone, I send out a “coaching intake” form that they fill out […]
As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on. When I make this suggestion, I get a lot of pushback from sales […]
I was coaching a client this week and he was complaining about the biggest objection he almost always gets at the end of his presentation – that prospect stall the sale by saying they have to run it by another person first to get approval. Now I’ve written about this before and provided ways of […]
Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them they should never answer objections. […]
The good news about insurance sales – like all other sales – is that the set of objections and put offs you face is essentially the same. In other words, day after day, in presenting your products and services, your prospects probably come up the same old objections they’ve been using for years. Things like, […]
If you’re like most sales reps, you hate to get objections. Your stomach aches, your palms start to sweat, and you can literally see your commissions fly out the window. And, if you’re like most sales reps, when you begin dealing with objections one of two things happen: 1) After you answer them, your prospect […]
As you burn through your summer, either looking forward to a well-deserved vacation or just coming back from one, you may be looking for a brief diversion from sales. And I have one for you! As some of you may know, in addition to inside sales consulting, I am actively writing the books I’ve always […]
Happy Fourth of July! If you’re looking forward to an extended holiday and want to know the best way to spend it, then I’ve got a suggestion: Why not spend some of it learning and getting better at your craft of sales? Why not come back to the office after the holiday better than you […]
Want the best way to open your closing presentations? Some reps have an entire presentation planned in advance, and then they launch into it, only latter getting to questions and comments. I used to do it that way, until I found that if I got to initial questions or comments (and yes, even objections!) first, […]
