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 …
One of the sales advice blog readers asked my advice on overcoming objections in the new way of selling. Good question, right? How do you respond when your customer/prospect says: In the old way of selling, you would indeed try …
To overcome objections is outdated. Instead, focus on uncovering and resolving concerns.