Avoiding the Price Objection

No one likes sticker shock, not you and certainly not your prospect. The last thing you want when you mention your final price is for the prospect to gasp, clutch his heart and keel over. That is why it’s wise to prepare your prospect for what’s to come in terms of the financial investment he…

The New Hire — How to set up Sales Training

Too many companies still insist on pumping their new hires full of product knowledge, without any real sales training, and then dumping them on unsuspecting prospects, fully expecting the new salesperson to sell up a storm. These “talking catalogues” start running around “telling” instead of “selling” and the expected storm decays to a light drizzle. The…