Why Trial Closes Are Overrated
Trial closes are important, but not as much as you might think. Trial closes get a lot of coverage in sales literature as do closing techniques in general. I believe they get far too much exposure. The way many so called sales experts drone on about them, you’d think they were one of the biggest […]
4 Steps to Objection Handling
The knee-jerk reaction when you’re hit with an objection is to quickly and deftly handle it. Many of us take pride in our ability to explain why an objection isn’t valid. Unfortunately, regardless of how logical your explanation is, you will get nowhere without stepping back and doing the following steps first. Agree with the […]
Objection Handling: 3 Steps to dealing with “I’m happy”
It’s one of the most common objections you’ll get … and one of the most difficult to deal with. You’ve Heard It Before: Objections come in different sizes and shapes which makes objection handling a difficult skill to master. You will get different objections when prospecting than you will when presenting solutions and you need […]