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Training Tuesday: How to Use Sales Judo to Overcome "Just Send Me the Information"
Training Tuesday: How to Use Sales Judo to Overcome "Just Send Me the Information" "Send me your information" is one of the most common objections used by prospects during sales calls. There’s a big reason why your prospects gravitate towards this response: They get to get rid of the sales rep without being rude (nobody really wants to be rude). It leaves the salesperson with a false sense of hope. The rep is left saying, “Well, at least they didn't say no.” So then, the prospect feels like they're being nice by taking the salesperson's feelings into account (everybody likes to be nice). While I appreciate people being nice, it's important to recognize this....
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Unlocking your Social Brain to Grow Sales
Unlocking your Social Brain to Grow Sales How can we increase our social awareness to interact with others in a more efficient, inspirational and influential way? In today’s interconnected world, collaborating well with other people is an increasingly important skill. One way of thinking about our social interactions is to use the SCARF Model, which can help us make those interactions more successful. David Rock’s SCARF Model is a summary of important neuroscientific discoveries about the way we interact socially. The model is built on three central ideas: 1. Your brain treats social threats and rewards with the same or even greater intensity as physical threats and....
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Training Tuesday: The Biggest Mistake to Avoid with Price Objections
Training Tuesday: The Biggest Mistake to Avoid with Price Objections When you hear a price objection, don’t be like the rookie sales rep who gets nervous and immediately responds by offering a discount. If you offer a discount right away, the customer sees that it was really easy to get you move off your price and, to them, it feels like you were trying to rip them off. If you drop your price right away, you really lose all credibility. Also, the prospect will often feel like you can drop it even more. Remember to treat negotiations like wringing out a wet towel. You’re the wet towel and the water....
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How to Focus your Schedule and Crush your Quota
How to Focus your Schedule and Crush your Quota An old French philosopher used to say: “Those who make the worst use of their time are the first to complain of its brevity.”  He said this in the 17th century, but it’s as equally true today as it was hundreds of years ago. As a salesperson, you understand the value of structuring your day efficiently. The more appointments you can fit into your schedule, the more you'll be able to sell and the more productive you will be. Managing your time successfully is identical to prioritizing activities and accomplishing your tasks one at a time. Of course, this isn’t....
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Training Tuesdays: The Best Way to Deal With Price Objections
Training Tuesdays: The Best Way to Deal With Price Objections As a rule, I never give discounts, I make price adjustments. Now, what's the difference between a discount and an adjustment? A discount is just me lowering the price. This says that I was charging too much in the first place since I have room to give a discount. But an adjustment is where I lower the price in exchange for you doing something for me – it's a give to get, just like anything in a negotiation. So when is an adjustment appropriate? This really depends on your business. What do you want? What are you looking for? Maybe....
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