Home Process & Method Presenting & Objections

Presenting & Objections

A sales pitch or presentation attempts to persuade a customer or prospect of a product, service or solution. An objection is an expression by a buyer that a barrier exists prior to purchase which normally involves price, trust, service, a lack of information or an unmet need remaining unfulfilled.

‘On-The-Call’ Actions

Telephone Sales Techniques For Success (Part 3): 18 ‘On-The-Call’ Actions

You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.
Painful Process

4 Actions To Implement When Selling Becomes A Painful Process.

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The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.
Selling Insights

How Do Salespeople Sell Insights?

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?
Scripting

Sales Scripting: Get A ‘Yes’ In 7 Easy Steps

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.
Storytelling

The Art Of Storytelling

Scientific evidence shows that one of the best ways for humans to connect, to transfer knowledge or embed new ideas is through the medium of storytelling.
Questions

Questions To Qualify A Prospect

A sales master will know that questions, when they are meaningful, relevant, open, intelligent, astute, are the foundation to knowing your customer.
so what

The “So What” Card

During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,