“Yes, it sounds great, but…” That “but” just negated the rest of the sentence. What this customer is really saying is that there are still objections to buying your product/service. That “but” just became the most important part of your sale.
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Dealing with the “buts”
May 08,2012 5 comments |
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Handling Objections
Apr 17,2012 4 comments They don’t always say yes! That might be the very first thing you learn as a sales person. As a matter of fact, “No” in all its various forms and expressions, may be the one word that sales people hear most commonly. Amazing, then, that so few of us are equipped to effectively handle it. [click to read more]
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Cold Calling Tip – How To Close A Direct Sale
Apr 03,2012 1 comments So you’ve verified the decision maker, you’ve got them on the phone and you’re making a direct sale there and then – so just what is the best way to close the sale? [click to read more]
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3 Myths Of Relationship Selling
Mar 27,2012 1 comments Have you ever met with a prospect and got on really well, then it ends up that they never return your calls or emails and you can’t get in touch with them? How frustrating is that?! [click to read more]
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Four Obstacles to Closing
Mar 20,2012 5 comments There are several other reasons why the end game of selling is stressful and difficult. First and foremost is the fear of failure experienced by the prospect. Because of negative buying experiences in the past, over which you could have no control, prospects are conditioned to be suspicious, skeptical and wary of salespeople and sales approaches. |
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This Is The Secrets To Closing Easily
Mar 13,2012 1 comments We are often asked with closing sales and overcoming objections, and what magic words will make people sign up. Unfortunately, the fact is that closing sales can be very easy and even though there are no magic words, there is an approach that makes it easy. [click to read more]
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8 Questions You Need the Answer to Before you Can Close the Deal
Mar 06,2012 2 comments Closing the deal doesn’t have to be hard. It starts with building a solid relationship with the people who will make the decision, clearly understanding their needs, matching your offering to their needs to show them the fit, providing your offering for a fair price and asking for the business. [click to read more]
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Competing Against the One Big Player That Wins on Price
Feb 28,2012 1 comments Some time ago, I received a direct message on Twitter asking me what you do to compete with the one big player that competes and wins on price. There is a simple, but difficult, answer. Here are eight things to consider. [click to read more]
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Good Closers are Bad Sales People
Feb 21,2012 3 comments Yup, I said it. Good closers are bad sales people. The better a “closer” is, as defined by traditional definitions, the shittier the sales person they are. [click to read more]
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5 Ways to Get to “Yes”
Feb 14,2012 2 comments You think you’re doing everything right. You manage your sales pipeline with a simple CRM like Base, you’re great at prospecting, you follow up with leads, and you give a great sales pitch. But when it comes to getting a “yes” and closing the deal, that’s where the wheels come off. [click to read more]
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Why Your Customer Doesn’t Like Your Price
Feb 08,2012 2 comments You’ve had what you think is a great sales call. You feel you’ve done everything correct, and you are certain the customer will soon say “yes” to your offer. [click to read more]
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Everyone is Looking for a “Deal”
Feb 01,2012 1 comments When money is tight, people have tendency to look for “added value” and “deals” to justify or incent them to spend money. This strains business owners as they cope with the concept that they have to adjust their pricing downward... [click to read more]
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The Natural Closing Mindset
Jan 25,2012 1 comments It can be dangerous to assume that closing stands by itself as a separate entity right at the end of the sale. A more effective way to regard closing is that if you conduct the sale in a certain way from the start, then you are much more likely to lead to a natural close. [click to read more]
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What Makes A Successful Negotiator? Five Steps To Negotiating Like An Expert
Jan 18,2012 0 comments My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing a "deal" with the store by buying two pairs at once. [click to read more]
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Don’t Propose. Close.
Jan 11,2012 3 comments I don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. [click to read more]
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How to handle the “I need to think about it” sales objection
Jan 04,2012 2 comments Sales reps literally hear this objection every day, and most of the time it’s not the prospect’s real objection. Successful sales reps have several strategies to follow-up on this objection to move the conversation forward, or move on. Here are five options. [click to read more]
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12 Expert Tips for Closing That Sale
Dec 28,2011 10 comments If boosting sales tops your list of New Year's Business Resolutions, you might want to check these tips that the renowned sales experts have been sharing with you on SOLDLAB portal this year. And as we are about to see 2011 off, we thought you might find it useful and exciting to go through the best sales tips from the top industry professionals! Here we go – 12 amazing closing tips for amazing 2012! [click to read more]
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6 Ways to Use Your Blog to Close More Sales
Dec 21,2011 2 comments One of the great leverage questions you could EVER ask yourself is, “Now that I have this, what else does this make possible?” That’s how you kill two stones with one bird, as my mantra says. [click to read more]
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The Fine Line Between Being Inquisitive, and Becoming an Interrogator
Dec 14,2011 2 comments In sales, there's a fine line between simply being inquisitive, and conducting an interrogation. The consequences of stepping over this line could cost you the sale, lose you business or - worse yet - lose you a loyal customer for life. [click to read more]
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Raise Your Buyability [Video]
Dec 07,2011 2 comments Want to know how to make prospects want to buy you? In this video, Scott Ginsberg shares three ways you can boost your buyability. Watch now...
Video not working? Click here for Adobe Flash 9! [click to read more] |
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