Years ago when I first learned how to close sales over the phone, my manager got all the sales reps in the conference room and drew a big circle on the board and put a bull in the middle of it. Then he used his eraser to break the circle, in effect creating openings for […]
One of the most effective ways to deal with objections or stalls is simply to ask questions and isolate them. This works because many objections you get when closing are not actually objections at all – instead they’re smokescreens hiding what the real reason or objection is. The reason sales reps have trouble with them […]
Qualifying for budget, or handling objections around budget and money, are areas most sales reps feel uncomfortable in. To start with, I’ve heard many sales reps tell me that bringing up budget or money on a qualifying call is not only uncomfortable, but that it’s inappropriate as well. They say, “I haven’t given any value […]
By Guest Author: Erik Luhrs, The Bruce Lee of Sales & Lead Generation I get asked a lot of questions about sales. It’s kinda my job. But the main question that everyone asks, in one form or another, is “How can I close more sales?” After all, at the end of the day that is […]
The price is too high is an objection that is as old has humanity itself. If you think hard enough, I’m sure you can see the ancient Egyptians walking around an outdoor marketplace haggling with sellers using this very objection. And if you think even harder, you can probably envision weak sellers dropping their prices […]
Of all the objections sales reps get when they call a prospect back to close them, this is perhaps one of the most frustrating – and the reason is because it’s usually caused by the sales rep! Here’s what happens: Sales reps send an email or brochure or link about their information out to a […]
Sales is set of skills that anyone can learn. If you learn and then practice the right skills, then things will be easier for you, and you’ll have more success. But if you don’t learn and use the right skills, then you’ll tend to wing it and make it up as you go along. This […]
Based on my last article “A Fresh Prospecting Approach for You,” many people are wondering what the two most important qualifiers are for any given sale. That’s a good question, and I’ll tell you that over the years I think they have changed. In the past, budget was the big stumbling block and the issue […]
Inside sales – already an important component for many company’s sales efforts – is expanding as more companies develop or add to this valuable sales channel. Here are six things to consider to insure your new sales team is effective and profitable. #1 Define the role of your inside sales team. When considering building or […]
Cold calling is tough, I get it. Even if your marketing department is generating so called “warm leads,” the resistance of people who receive an unsolicited call can be fierce. Heck, you probably don’t like getting calls from home improvement or alarm companies when you’re at home either, do you? So what can you do […]
