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Objections: Why They Occur & How You Can Prevent Them In The First Place

If there is one question that occurs the most on our sales programmes, it has to revolve around dealing with objections. Many delegates say that if they could just have the magic wand to overcome objections, they would love their job. But because salespeople allow objections to be raised in the first place, they face the uphill task of having…

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What To Say When They’re Happy With Their Current Supplier

One of the hardest situations for a salesperson to deal with is when a prospect is using an existing supplier and is satisfied with the arrangement. Often, clients get used to a supplier and fall into a sort of ‘well of comfort’ where they accept the level of support as being the norm, and are lulled into allowing the current…

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What To Do When Your Prospect Stalls

“We’ll give it some considerable thought…” “We’ll get back to you as soon as possible…” “I’ll definitely think about it…” How many times have you heard these words and similar after you’ve presented the solution to the prospect? As we’ve stated before, these are NOT classed as objections…the prospect is stalling, wanting more time to consider the options. Now, we…

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