Jump! How High? Selling
August 4, 2009
Jump! How High?
Okay we’ve all been victims to the Jump! How High? Syndrome! This is where during the sales cycle your prospect asks you to jump through hoops and yes we sometimes act out of fear of losing the deal. They may give short deadlines to respond to a request for information, or may ask you to come tomorrow in and give a demo, or well you get the picture! This week Mike and Joe provide you with a plan on how to deal with demanding prospects during the sales cycle and put you back in the driver’s seat!
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This week Guest Samantha (Sam) Bovat Founder of Motivational Marketing Consultant www.ContagiousEnergy.com
This week’s post on the SalesActionPlan Blog:
Six Major Sales Objections and a Plan on How to Overcome Them
You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your product can benefit them. You know exactly how you can save them money or increase their profits; and you know how to communicate this properly.But what if you’ve done all of your research, are presenting solid information, and yet the potential customer still raises an objection? How do you get around this objection and properly communicate the value of your solution? read more
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