Victory becomes, to some degree, a state of mind. Know ourselves superior to the anxieties, troubles and worries which obsess us, we are superior to them.
-Basil King… Read more
The modern sales process is fascinating. Once you figure out the right techniques for each step, you will begin to close more sales and you’ll have a better time working with your prospects.
These days, customers have so many resources for shopping research that they tend to draw out the sales process. During a sales conversation, the well-researched customers may have more objections when presented with solutions by salespeople. Some salespeople dislike the evolution of this process, however, because they don’t know how to use objections to their advantage.
Here’s the deal:
The fact is that objections are good. Objections indicate interest. And successful sales have twice as many objections as unsuccessful sales.
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By using factors that influence customers during the decision making process, you’ll be able to close more sales and double your closing ratio. The purpose of the sales process is to convince customers that they will be better off with the product or service than they would be with the money necessary to buy the product…. Read more