by Phil Sayers | May 29, 2020 | News
Conventional wisdom suggests that extroverts; commonly thought of as outgoing and sociable, make better salespeople than introverts, who have been popularly represented as awkward in social situations. The conventional wisdom is wrong. First, it’s very rare that...
by Phil Sayers | May 15, 2020 | News
In part one of this post, we suggested 10 potential responses to use when a prospect says that now isn’t a good time to buy. Here are the next 10 options to consider using. 11. How are you performing against your end-of-year goals [as they relate to your product]?...
by Phil Sayers | May 8, 2020 | News
You’ve been speaking with a prospect for a while and you have a sense of their goals and challenges — it seems like your offering is a great fit for their business. You’re ready to set a date for delivery or implementation and agree pricing, but then your...
by Phil Sayers | May 1, 2020 | News
There’s nothing more frustrating than getting your prospect’s commitment to buy, before realising they’re not the decision maker. It’s going to take much longer to get the deal done than you’d anticipated (that is, if you close at all). Unfortunately, this is a common...
by Phil Sayers | Apr 24, 2020 | News
As a sales professional, you shouldn’t be a stranger to the sales process. Chances are, you spend your days engaging with leads and moving them through their buyer’s journey step-by-step. In addition to an operational sales process, your team probably has a CRM in...
