Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting objections before the client can raise them, you decrease resistance.
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Colly submitted the following stories to BizSugar
Sales Training - Reframing and Pre-empting Objections
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From http://salesexcellence-sales-training.blogspot.com 5423 days ago
The Role Of The Sales Manager - Sales Training
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From http://www.evancarmichael.com 5555 days ago
Definition of Manager:
Man•ag•er (man¹îjer) noun
Abbr. mgr., mngr.,
One who handles, controls, or directs, especially
a One who directs a business or other enterprise
b One who controls resources and expenditures, as of a household
THE FUNCTION OF THE FIELD SALES MANAGER
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Building a Steady Flow of Customers
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From http://www.evancarmichael.com 5560 days ago
Made Hot by: on June 15, 2009 10:32 pm
Colly Graham a leading sales trainer and owner of salesxcellence replies:
The first step in finding customers is to identify your target market. Know the key drivers that will stimulate action in your prospective customers. Establish a profile of your customers and determine why they buy. Ask yourself the following questions:
What problems do yo
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Selling in a Recession - Sales Training - Colly Graham
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From http://www.evancarmichael.com 5562 days ago
With all of this talk of recession is that once people believe there is going to be a recession they start to feel negative about their selling prospects.
Do you have a clearly defined Sales Strategy?
A Sales Strategy is basically a calculated and tactical plan for acquiring new business, growing existing business and making and exceeding the
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Sales Training - Pre-empting Objections - Sales - Colly Graham
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From http://www.evancarmichael.com 5851 days ago
Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting objections before the client can raise them, you decrease resistance.
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Selling Techniques with NLP - Sales Training - Colly Graham
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From http://www.evancarmichael.com 5851 days ago
Made Hot by: on August 27, 2008 4:02 am
Neuro-Linguistic Programming techniques are derived from the field of indirect or conversational hypnosis. This form of hypnosis has nothing to do with tricking anyone or putting them to sleep. It is simply a fascinating "mesmerizing" way of speaking.
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Presenting the Solution - Sales Training - Colly Graham
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From http://www.evancarmichael.com 5851 days ago
Know your audience.
Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them.
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The Sales Pipeline - Sales - Colly Graham
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From http://www.evancarmichael.com 5851 days ago
Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today.
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Colly Graham - Sales Success from salesxcellence
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From http://www.evancarmichael.com 5855 days ago
Made Hot by: on August 23, 2008 8:06 pm
Success in selling it's what you do that counts
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Questions - Questions - Questions
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From http://www.evancarmichael.com 5855 days ago
Made Hot by: on August 22, 2008 5:53 pm
How to ask questions in sales
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