Prospecting, have a good reason to connect….
Find any excuse to call Lots of reps find all sorts of reasons to contact a client. Of course, all your competitors and other avenues of business associates are ALSO finding excuses to call. How do you ‘float to the top’ of this and become the ‘cream’ the one email...
objection handling
Objection handling Companies often call this ‘objection handling’. It’s saying we need to ‘handle’ an objection. The implication is that objections are negative. I’m all for turning this on its head. Firstly my sessions are called ‘Welcoming Objections’ Lets face it-...
‘I’m not very good at negotiating’
Negotiators are created not born. Many people think you are either good or bad at negotiating and as usual, if you think you are ‘insert your feeling’ then you probably are… so much is in our heads…