Monthly Archives: January 2018

YES, NO, MAYBE are the only three responses that your prospects can give when you ask them to buy. Remembering those three responses simplifies the selling process and allows you to become more persuasive. You present your product or service and decide it is time to close.  When you ask prospective buyers to take action,......
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Prospects who frequently say NO to everything… can become some of your best buyers.  A key part your sales training is learning how some NOs will lead to sales that other salespeople are not able to realize. NOs, the perpetual villains of sales, have a good side them. In fact, the nastiest of NOs can work......
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Your sales training needs to include examples of persistence in selling that lead to a YES.  It is not about a battle of wills as explained in this post. It is about finding solutions that work for everyone involved. As Tom Hopkins and I write in When Buyers Say No, When sales leaders persist, they......
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Persistence in Selling is not relentlessly badgering a prospect to buy.  Your sales training in persistence begins with an example of what persistent selling is NOT: How many times have you heard a sales statistic like, “Buyers typically say NO seven times before they say YES,”?  Many salespeople hear a statistic like that and imagine......
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A starting point in your sales training is learning how sales leaders DON’T respond to NOs from prospective buyers. Doesn’t it make sense that sales leaders do not respond to NOs in the same way as other salespeople? Before we explore how sales leaders do respond to NOs in a future post, it may be......
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