Aug 29, 2022
We all love to hear from prospects who contact us and seem ready to buy.
Some are in a great hurry to get price quote, proposal and other information urgently.
But, all of those do not really intend on buying from you.
In this episode, Art shows how to sort through and find the real buyers, and not waste time with those...
Aug 16, 2022
Asking "What is your budget?", or "Do you have anything left in your budget?" typically results in an objection.
The fact is, if you are talking to the right person, and the need for what they want is strong enough, they will find a way to get the money.
Art shares a story about a call he received where the rep...
Aug 6, 2022
The biggest problem in sales is people presenting what they want to sell, without regard for what the other person might be interested in.
And that causes objections.
It's really not that tough to do things the right way. To recommend instead of present. But it needs to be done in the right way, at the right time.