Disqualification Ice Cream
When I was a new salesperson (yes, long long ago in a land far far away) I had trouble letting go of accounts. Why? Because someday, someone might change their mind… their business might change and they’d buy from me……
Objections aren’t questions…
Objections aren’t questions so don’t answer them! Work through the common objections you hear on the phone & have a strategy to use every time you hear them. Here is the UpYourTeleSales patent pending (not really – but copyrighted it…
Resistance isn’t always futile!
The phrase “resistance is futile” comes to us from Star Trek (the next generation). Here is a crazy idea; in sales conversational resistance by a prospect isn’t always futile… because many salespeople handle it badly and the conversation never even…
I’m sorry – WHAT?
Communication is the salesperson’s responsibility. Yet, in my experience, most misunderstandings stem from poor listening… and not ONLY on the salesperson’s side: > people answer the phone while doing something else and it takes time to switch gears. > there…
Which Is It? misunderstanding – resistance – objection – disqualification
There is a lot coming at you in a sales call. Unfortunately, when I’m working with salespeople on making their calls more effective – emotional responses are the hardest to overcome. Not the prospect or customers – their own. please…