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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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Prevent the Objection, "Not Interested." Strategy 5 of 6

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Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy five of six: Always address commonly known problems your Unique Selling Points (USPs) can fix that are often faced by decision-makers in similar roles. This will bring the need to their attention. Talk about what's missing (the problem) that your USPs can provide. When you use a search engine online, you usually include the problem or symptom descriptions in your search string. Use this same thought process when you're helping the decision-makers you typically call on to help them find the needs they might not even know they have. Let's return to our ultra-simple example to illustrate this point. F eature: Containers made of plastic A dvantage: won't rust B enefit: eliminate hard to clean rust stains, cost of replacement barrels, and unsightly products sitting on the shelf. If you sell
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General Strategy to Prevent "Need Exists" Related Objections

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Objections are legitimate criticisms about your products, services, company, and self, based on what the prospect currently knows. It means that prospects can make “new favorable decisions” once they get new or redefined information that answers the “criticisms.” Your competitors’ strengths trigger objections. Industry concerns, company reputation, and other issues specific to what you sell can trigger objections. Unanswerable objections are those with no direct answer. The prospect objects because they want something you can’t offer but your competitor can. Conditions look like objections, but they are not. Conditions are the minimum specifications or requirements that must be met for the customer to benefit from the purchase and at the same time not be harmed by the purchase. There are three basic ways to handle objections: Prevent them from entering the prospect’s mind. Preempt known objections when the timing is best for you. Respond to expressed objections using a consi
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