On this podcast, Jeb goes head to head with the great Jeffrey Gitomer on some of the toughest objections faced by sales professionals.
For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount's interview with Tom Hopkins, they discuss sales objections and what to do when buyers say no.
If their objection is truly a legitimate one, their explanation will provide you with information which will help you address it. The simplest techniques can be so effective. I heard a call where a prospect voiced an objection but seemed a…
In this article, Mike Brooks encourages sales teams to ask themselves what's really holding their prospects back from buying. The holidays are upon us and guess what? The teams I’m working with are still getting the stall, “I need to…
Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from my readers asking me how to…
For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important...This approach ensures that your mind is engaged, before your mouth. It’s often the “sticky”…
Objections are not deal killers. Sometimes, they are deal enablers, helping the salesperson to understand the buyer’s real needs and requirements. Zig Ziglar was the best-known sales trainer in the world. The man from Yazoo City, Mississippi learned to sell…