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Archive for August, 2007
How Top Producers Eliminate Objections
By Jacques Werth High Probability Selling Many salespeople try to rationalize that objections are good because they indicate the prospect’s level of interest and pinpoint the keys to making the sale. That is analogous to saying that you should not prevent the cause of pain in your body; pain is good because you then know [...]
The Right Relationships with the Right Prospects at the Right Time
Most salespeople practice "Consultative Selling." Using this popular sales method, they believe that their job is to meet with prospects who have an apparent need for their products and/or services. They spend most of their selling time with prospects who don’t know what their needs are or what "pains" their needs are causing them. [...]
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