BLOG ROUNDUP FROM THE SELLING POWER BLOG How to Turn Sales Objections into Opportunities
LANCE TYSON PRESIDENT & CEO TYSON GROUP
We’ve all had experiences where we feel a sale is going pretty well, and we feel the mo- mentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt. A prospect will suddenly tell you that your price is too high, or that they don’t have the budget, or that they aren’t sure your product or solution really has value. The job of the sales professional is to take those sales objections and turn them into opportunities. Sometimes, the best outcomes stem from situations where you have to overcome the greatest obstacles.
The other day I was driving down the highway when, all of a sudden, another car swerved in front of me and cut me off. Read More >
FROM THE SELLING POWER BLOG What Is the One Driver of Sales Performance?
In the past few months, I’ve attended two conferences for sales and sales enablement leaders. At both, the main focus was this: The economy is up, but sales performance is on a continued decline.
Everyone seems to be scrambling to find the big fix. And this is probably why the latest sales productivity tools are so hot right now. According to Gerhard Gschwandtner, founder and CEO of Selling Power magazine,
TOM STANFILL
CEO & CO-FOUNDER ASLAN TRAINING AND DEVELOPMENT
there are now more than 3,000 sales productivity tools on the market (with AI tools at the top of the list). Everyone, it appears, is looking for something to make selling easier. More power to them! Selling is hard, and any edge you can get is worth pursuing. But here’s the truth about selling. Read More >
FROM THE SALES LEADERSHIP BLOG Four Inside Sales Rules That Beg to Be Broken ED SHINEMAN
CMO & CO-FOUNDER SALESGENOMIX
Sometimes, hard-and-fast rules for inside sales teams can get in the way of doing what’s best for customers and sales results. Here are some traditional inside sales dogmas that are worth challenging based on real case examples from my personal experience. Rule #1: Inside sales reps must not visit customers. Winnie was responsible for teleselling customer education courses to installed base IT accounts. She discovered a fluke 90-day airfare promotion that let a Chicago customer fly course participants to Hawaii for $75, negotiated a rock-bottom corporate rate at a Waikiki Beach hotel, and positioned it as a combination training/reward event. Her customer was so delighted they invited her to attend their national conference as a guest of honor. Read More >
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