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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. Read More

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 Read More

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 Read More

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. Read More

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. Read More

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. Read More