Watch more videos on The Secrets and Tips of Field Sales on YouTube here! How many times has this happened to you? After a few minutes of chatting with a prospect, they cut you short and tell you: “Just send me your information. I'll review it and get back to you.” Now, tell me this, what do you think the chances are that your prospect actually means what he said, that he's actually going to wait for your email, drop everything he's doing to read it, and then return your call? They're very low. In this blog, I'm going…
Watch more videos on The Secrets and Tips of Field Sales on YouTube here! In my previous blog, I went over how anticipating and tackling a price objection is always better than having to overcome it. But what do you do if you don’t get the chance to anticipate the objection before the prospect brings it up? Well, you can still stay in the driver’s seat of the discussion if you know how to handle this objection. Pay attention because this is really important, and most rookie sales reps screw this up!
Watch more videos on The Secrets and Tips of Field Sales on YouTube here! Today I want to talk about one of the most common objections salespeople face – when the prospect says: “That's too expensive!” In a perfect situation, your prospect would see that the value they would gain from using your product is much higher than its price. Unfortunately, that doesn't always happen. You'll find yourself defending your price often. In this blog, I'll show you the best way to overcome the price objection.
Asking for testimonials can feel awkward at first. After all, we've all seen those annoying pop-up windows that ask you to review something you haven't even tried yet. People are naturally skeptical, some more so than others. So should you avoid asking for testimonials altogether? Definitely not. Testimonials are an extremely powerful way to get more business. You just have to ask for them the right way. The difference between annoying a customer and receiving a well-deserved testimonial is trust. Trust is hard to earn. All of us have had times where we haven't fully trusted a friend or colleague.…
Watch more videos on The Secrets and Tips of Field Sales on YouTube here! How many times has this happened to you? After a few minutes of chatting with a prospect, they cut you short and tell you: “Just send me your information. I'll review it and get back to you.” Now, tell me this, what do you think the chances are that your prospect actually means what he said, that he's actually going to wait for your email, drop everything he's doing to read it, and then return your call? They're very low. In this blog, I'm going…
Watch more videos on The Secrets and Tips of Field Sales on YouTube here! In my previous blog, I went over how anticipating and tackling a price objection is always better than having to overcome it. But what do you do if you don’t get the chance to anticipate the objection before the prospect brings it up? Well, you can still stay in the driver’s seat of the discussion if you know how to handle this objection. Pay attention because this is really important, and most rookie sales reps screw this up!
Watch more videos on The Secrets and Tips of Field Sales on YouTube here! Today I want to talk about one of the most common objections salespeople face – when the prospect says: “That's too expensive!” In a perfect situation, your prospect would see that the value they would gain from using your product is much higher than its price. Unfortunately, that doesn't always happen. You'll find yourself defending your price often. In this blog, I'll show you the best way to overcome the price objection.
Watch more videos on The Secrets and Tips of Field Sales on YouTube here!
Asking for testimonials can feel awkward at first. After all, we've all seen those annoying pop-up windows that ask you to review something you haven't even tried yet. People are naturally skeptical, some more so than others. So should you avoid asking for testimonials altogether? Definitely not. Testimonials are an extremely powerful way to get more business. You just have to ask for them the right way. The difference between annoying a customer and receiving a well-deserved testimonial is trust. Trust is hard to earn. All of us have had times where we haven't fully trusted a friend or colleague.…
