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Blog Posts 2020 (August - December)

  1. The 12 Models of Selling
  2. Persistence Pays Off 
  3. 15 Clues Your Account is in Trouble
  4. Achieving Customer Service Excellence
  5. Top Sales Producers are ALWAYS in Demand
  6. Sales Diagnostics: Why You Get the Objections You Get
  7. Sales Diagnostics: Why Sales Fail and How Wins are Won
  8. Competitor Analysis for Sales
  9. Unique Selling Points Win Sales, Win Negotiations, and Keep Customers
  10. Missing Buyer Beliefs Cause Objections
  11. Defusing Anger
  12. Selling at C-Level
  13. Goal Setting - Reflect, Set, and Energize 
  14. FAB - The Persuasive Language of Selling
  15. How do you know when to do work planning, training, or coaching?
  16. How to Use the Three-Step Quick Coaching Technique
  17. Can You Sell Big Ticket Complex Items Over the Phone?
  18. Telephone Cold Calling: How to prevent common initial contact objections
  19. Elevator Speech
  20. Effective Voicemail Messaging
  21. Missing "Buyer Beliefs cause the objections you get - 2nd Edition 
  22. Which of these 85 most common sales stopping objections do you get?
  23. General Strategy to Prevent "Need Exists" Related Objections
  24. Find the Needs only you can fill
  25. General Strategy to Preempt Objections
  26. General Strategy to Respond to Objections
  27. General Strategy to Negotiate Unanswerable Objections
Blog Posts 2021
  1. PREVENT the Objection, “Not Interested.” Strategy 1 of 6
  2. Prevent the Objection, "Not Interested." Strategy 2 of 6
  3. Prevent the Objection, "Not Interested." Strategy 3 of 6 
  4. Prevent the Objection, "Not Interested." Strategy 4 of 6
  5. Prevent the Objection, "Not Interested." Strategy 5 of 6
  6. Prevent the Objection, "Not Interested." Strategy 6 of 6
  7. PREEMPT the Objection, "Not Interested. "Strategy 1 of 5
  8. Preempt the Objection, "Not Interested." Strategy 2 of 5
  9. Preempt the Objection, "Not Interested." Strategy 3 of 5
  10. Preempt the Objection, "Not Interested." Strategy 4 of 5
  11. Preempt the Objection, "Not Interested." Strategy 4 of 5
  12. RESPOND to the Objection, "Not Interested." Strategy 1 of 5
  13. Respond to the Objection, “Not Interested.” Strategy 2 of 5

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Can you sell big-ticket complex items over the phone?

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Million-dollar major account selling Before you say, what you sell is different and can’t be sold over the phone, consider these possible scenarios. The person calling was previously a buyer with another company and is now with a different company. The person calling has already done their research and has chosen what you sell and now needs to work out the details and place the order. Your value proposition is so obvious, your company so credible, and the customer’s need is so strong that it’s just a matter of working out the logistics. All of these scenarios are true, and I’ve personally experienced all of them and many more. So yes, you can sell anything and everything by telephone – even million-dollar sales are possible. My personal best was a $6 million sale of engineer products. Our Major Account Call Center (MACC) made sales ranging from $25K to $250K and three over a million during our first year. They sold fueling services, mobile maintenance, software, medical devices, af...
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The Best Sales Training Online Blog content is now on https://saleshelp.com/

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We're consolidating and  moving the Best Sales Training Online Blog to  https://saleshelp.com . We will continue to link the content from the Blog List on the menu bar. Select the Blog button on the nav bar on top of the  SalesHelp.com website to see the current blog and select the Blog List button on that blog page to view previous blogs. Select to “Follow” me on LinkedIn to be notified of future blogs:  https://www.linkedin.com/in/bob-degroot/ We're sorry for any inconvenience this move might cause you. We think you'll like the better access to the blogs and to the free resources on our site.  Please don't hesitate to contact me with any questions or concerns you may have. Thank you again for your understanding. Dr. Robert "Bob" DeGroot, MEd, DCH Bob@SalesHelp.com
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