I was reading an interesting article the other day by Dave Brock … “Thinking About Objections.” In it he discusses the conflicting relationships between objections, salespeople, and customers as well as our hesitancy as salespeople to raise objections on our own. Good stuff! I was classically trained in 1977 on the art of handling objections.
If you are thinking that losing the sale is the worst feeling … evahh, you would be wrong. Sure, losing is bad but what’s even worse is … Thinking about what you might have done differently that could have changed the outcome Yeah, that really sucks. If it is that bad, how come it happens?
If you have been in sales for any amount of time, you have no doubt heard about … “Hunters vs. Farmers” & “Elephant Hunters” But, in case you have not … Hunters are those salespeople who thrill in the hunt and in making the kill (sale). Next, it is off to their next hunt. Farmers,
Which pretty much makes all salespeople. However, it’s true. Nimble CRM is built for salespeople. While it will do some sales managery things, it’s really not built for managers and particularly for those who are data and report driven. “Sacrilege!” you say. “How can I manage my salespeople without my reports!?” “News flash!”, says I.
This article is a part of our Sales 101 series. On those occasions where assumptive closing techniques don’t take care of securing the order by themselves, but always used in conjunction with them, my trusty fallback has always been the order form close. It gets better. I have turned in orders with so many contingencies,
This article is a part of our Sales 101 series. When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. Through the years I picked up quite a few more including the “Japanese Origami Folding
