Sales – Prevent Objections with The Power of 3

As a sales trainer, I often hear sales delegates asking how to get over some of the tricky objections. The most common of course being “I have no budget”, “wrong time of year” “I can get it cheaper elsewhere” etc. Dealing with objections can be tricky and if sales people cannot anticipate what is coming,… Read More

Sales: Questioning Skills – Interrogation or Conversation?

Conversation or Interrogation – The Power of Questioning in Sales I spend a lot of my time coaching sales people and it is no surprise to find that they know an incredible amount about their own markets and products. This knowledge for the most part is coming from trade press, in house information and research… Read More