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Words That Sell & Words That Don’t

DO SAY:   “Imagine” – “Imagine” allows them to visualize themselves using the product, being successful, winning. DON’T SAY:   “Show You How” – “Let me show you how”, when used four times or more on any call throughout the sales cycle, drops close rate by 13%. DO SAY:   Use Case Verbiage – Talk about the valuable […]

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How To Have A Hard Conversation

Remember showing up imperfectly is better than not showing up of all.  Avoiding the hard conversations ensures comfort.  Confronting them invites growth.  Which do you value more? Define key terms being discussed in the hard conversation. If your colleague is not putting in enough effort…What does ‘enough’ mean to you? If it’s regarding performance at […]

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Entrepreneurial Negotiation Skills for Success: continued

by NJ Goldston Mistake & Fix #2: Entrepreneurs Are Overly Optimistic and Overconfident. Most entrepreneurs are supremely confident. They believe strongly that they will be successful (despite well-known statistics regarding failure rates).  Because of this overconfidence, many fail to incorporate appropriate contingencies into the agreements they sign. Be sure to pack a parachute and sweat all the details. […]

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When You Don’t Quite Meet the Job Requirements

Three steps to landing the role anyway. Ask yourself if you could do the job. Read the job description and envision what a typical day would entail: Do you have the skills to perform the necessary tasks? Ignore “Bonus” requirements. If you are perfectly capable of handling day-to-day requirements of the role, but don’t have […]

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Overcoming Price Objections

The most common objections to sealing the deal – That Costs too much! You’re too expensive! We’ve got no budget right now. Step 1 “Exactly what do you mean by that?”  To do: Qualify what they mean by “cost too much”? Compared to what? Competitor? Another product? Not worth it? Step 2 : “More Expensive […]

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Navigating the Buying Process

By Stacey O’Byrne, Pivot Point Advantage By understanding the common types of sales objections, or how about their buying concerns you can recognize the real issues sooner. This understanding will allow you to quickly apply a strategy to understand, address, discuss, and ultimately overcome sales objections – getting you closing more deals before you know it. […]

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Overcoming Price Objections

The most common objections to sealing the deal – That Costs too much! You’re too expensive! We’ve got no budget right now.   Step 1 “Exactly what do you mean by that?” To do: Qualify what they mean by “cost too much”? Compared to what? Competitor? Another product? Not worth it?   Step 2 : […]

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Navigating the Buying Process

by Stacey O’Byrne By understanding the common types of sales objections, or how about their buying concerns you can recognize the real issues sooner. This understanding will allow you to quickly apply a strategy to understand, address, discuss, and ultimately overcome sales objections – getting you closing more deals before you know it. Remember if you […]

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