Prospecting has become much harder today for many reasons, including:
- prospects are being deluged with calls
- technology can prevent people from answering or can block calls
- prospects are just too busy
- poor sales skills
So, what does a salesperson do:
- prospect more often and intelligently
- use technology like the web and e-mail marketing
- work with contacts more often
Thursday, December 28, 2006
Objection Handling
The best way to handle objections is to avoid or eliminate them in the first place. You do this by:
- selling in situations where you are suited vs trying to sell anyplace, anywhere, anytime
- creating good rapport with the person you are selling
- understanding what they care about so you can be persuasive in your presentations
- anticipating objections and doing or saying something before they arise
- selling in situations where you are suited vs trying to sell anyplace, anywhere, anytime
- creating good rapport with the person you are selling
- understanding what they care about so you can be persuasive in your presentations
- anticipating objections and doing or saying something before they arise
Subscribe to:
Posts (Atom)