Do you view overcoming objections as a separate skill somewhere late in the sales process, before a deal can be closed? You are not alone. The majority of salespeople have been trained as such. But there is another way, a more …
I am sure we all know that feeling when you are working on an opportunity that will make or break achieving your revenue target of the month. The pressure is high, and you want to close. How you approach this …
Best-in-class companies close 30% of qualified leads, while average companies close 20% (Spotio). High Performers do at 50% closures a lot better. How are high performers different from the rest? Understanding why B2B customers say no and how they respond to …
Despite you doing your best in selling, your prospect doesn’t want to sign the contract you offered and your opportunity stalls. You are at a dead end. There are objections, price objections even. How do you handle these? According to …
Salespeople are challenged in today’s information-rich buying environment to engage productively with B2B buyers and secure quality opportunities. One of the reasons behind this challenge is the Customer’s distrust. When sharing information with Customers, I am sure we all have encountered ‘Customer …
To overcome objections is outdated. Instead, focus on uncovering and resolving concerns.
Selling without discounting is possible although many salespeople seem to have given up on it. It requires hard work . Nothing comes easy. If it was, we were all already doing it.