Welcoming objections = more opportunities?
It’s often referred to as objection ‘handling’ – as if you are putting out spot fires before things take a turn for the worse. If you change your thinking – flip it around – and welcome the objection – they are no longer a threat – they are an...
5 questions to position yourself as the trusted advisor
Your intent with prospects is to show you care about them, you understand them, you want to help them. You fear that perhaps all sales people ‘look the same’ in the prospect’s eyes. They think they are there to sell, push or manipulate. You feel like all the prospect...
Discounting erodes trust
Some sales people can get into the habit of offering discounts. The client was sold. You gave a price. They asked for a discount. You gave it. No reason given. If you discount without a reason you can be implying: ✔ We were going to make more money from you and...