Conquering the “In House” objection
Mike Brooks
June 21, 2019
What you want to do is offer value in your visit or demo, and then leave it up to your
What you want to do is offer value in your visit or demo, and then leave it up to your
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits
The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have
This technique builds value in the most important part of any sales transaction — you and your belief in your
“You may not realize it when it happens, but a kick in the teeth may be the best thing in
When I got back to the office that Monday, I found that the top producers were already there and they
This stall sets up one of the most frustrating parts of sales – the chase. Think about it: how many
What is the real objection to buying your product? The “price is too high” is usually just a smokescreen to
Using tie downs is also instrumental in building that all important yes momentum. If the prospect keeps agreeing with you,
Companies are stressing just setting an appointment with anyone who will listen, and then relying on the presentation being so
What you’re trying to do is isolate and uncover what the objection or stall is going to be at the
The key to any sale is getting your prospect to tell you how to sell them. If you can do
