The Rules of Value Selling Have Changed!

Posted by on Oct 16, 2012 in Sales Techniques, Value Based Selling | Comments Off

Value Selling requires a new set of sales activities for your prospects and customers. No longer can we just look at creating Value from our products or services months or years after the deal is done. To get the order in the first place, you’ve got to be adding value way before a PO is raised and a vendor selected. Find out how...

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Handling Difficult Sales Objections – Part 8 of 8

Posted by on May 15, 2012 in Sales Objections | Comments Off

It’s the little things that make a good sales person a great sales person or a great sales person and outstanding one. Here’s a couple of more tips for improving the interactions you have with your prospects when dealing with and handling sales objections. Even after answering a customer’s sales objection, we still recommend one more small step, that has both immediate and...

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Handling Difficult Sales Objections – Part 7 of 8

Posted by on May 11, 2012 in Sales Objections | Comments Off

As you’ll now see, actually answering a Sales Objection can be easy, especially when you haven’t jumped in and answered it too early. This video provides a couple of quick tips to make your answer to your customer’s sales objection a better answer.   If you haven’t already got FREE access to SERIOUS™ Selling – CLICK...

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Handling Difficult Sales Objections – Part 6 of 8

Posted by on May 8, 2012 in Sales Objections | Comments Off

This is stage of our objection handling process shows why and how to test for clarification of what a customer is objecting about.  This has many benefits to you, some more subtle than other, like the non conscious reassurance a customer feels that you truly understand their concern.  Mike also shows how to use this step as a great test close point.     If you haven’t already...

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Improve Your Ability to Handle Difficult Objections – Part 5 of 8

Posted by on May 3, 2012 in Sales Objections | Comments Off

This video is the fifth part of a training session we ran at the ISMM conference where Mike Willshare explains the importance of “Exploring” any sales objection in more detail before answering it. Mike gives you specific sales questions and key words you can ask use to really understand the objection.  It also stops you making assumptions and gives you the exact words to use to...

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