Handling Difficult Sales Objections – Part 7 of 8
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...
read moreHandling Difficult Sales Objections – Part 6 of 8
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 got FREE access to SERIOUS™ Selling – CLICK...
read moreImprove Your Ability to Handle Difficult Objections – Part 5 of 8
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 answer the sales objection so it has the most impact with your prospect. Selling doesn’t have to be hard. A step by step framework like this...
read moreConsultative Selling in Dubai
Mike Willshare and I have just arrived back from 5 days in Dubai, where we presented SERIOUS™ Selling to some of Cisco’s key partners in the region to improve their Consultative Selling Skills. Value and Consultative based selling is key when selling technology so you can demonstrate the value of an investment to your customer’s business. Differentiation is also key, especially if you are a reseller, selling the same products as your competition. “How you sell, not just what you sell becomes your Unique Selling...
read moreHandling Difficult Sales Objections – Part 4 of 8
In this video, Mike Willshare, speaking at the ISSM conference, explains why asking for sales objections from your customer is a great sales technique. It seems wrong for sales people to actually ask for more objections, but here we explain how to do this correctly and some key benefits to you in doing so. It also shows how using this 6 Step Process for Handling Difficult Sales Objections is also a powerful sales qualification and closing tool. Selling and Objection Handling doesn’t have to be hard, especially if you have control of the...
read moreHandling Difficult Sales Objections – Part 3 of 8
This video is the third part of the training session we ran at the ISMM conference where we were asked to speak on “How to Handle Difficult Objections”. In this video Mike Willshare introduces our 6 step process for handling any Sales Objections easily and systematically. This is one of our many sales techniques that is proven to make selling easier. After a full overview of the 6 step process, Mike explains the dangers of answering sales objections too quickly with specific phrases to avoid and how to minimise confrontation when...
read moreHandling Difficult Sales Objections – Part 2 of 8
This video is the second part of a training session we ran at the ISMM national sales conference where Mike and I were asked to speak on “How to Handle Difficult Objections”. This second video focuses on the benefits of being able to handle sales objections with ease; that’s the benefits to both you and the customer. It also explains why proactively introducing objections can work in your favour and how how sales objections can be one of your greatest closing tools, if used correctly. If you haven’t already got...
read moreHandling Difficult Sales Objections – Part 1 of 8
Recently we were asked to speak at the ISMM’s (Institute of Sales, Marketing and Management) national sales conference in the UK. Our subject was “How to Handle Difficult Sales Objections”. The following video is part 1 of that presentation where we impart some sales training techniques on how the right mindset can make the difference between success and failure. Enjoy… Don’t forget to hit the Social buttons below to share with your friends and colleagues. CLICK HERE to get FREE Access to the whole...
read moreSelling in the Recession Sales Training Part 8
This video looks at ways in which you can increase the number of contacts you have within your client organisations. Finding more people who will benefit from your products or services, means you can find more and more compelling reasons why a company should buy it. This increased numbers of beneficiaries will each be able to identify value that can be used to justify investment with you; and help you further apply the sales techniques we described in the previous video. Watch...
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