All posts relating to customer service training go into this category (not case studies and not sales training)
How can I sell more projects when I'm not sure my team can deliver well on the orders we have? A few weeks ago we polled you with a single question: As a non-salesperson, you still have to sell your services. What, if anything, makes [...]
Questions to ask to prepare for objection handling In my last post, I wrote the most important things one needs to know to handle objections are the prospect’s wants and needs. So how do you get at these wants and needs? The good news is [...]
Objection Handling: The five things you need to know Most people imagine that the most important things they need to handle an objection are in depth product knowledge, awareness of product features, advantages and benefits, competitive awareness, and the ability to communicate unique value propositions. [...]
Prepare to handle objections well before prospects raise them When I ask people how might overcome a price objection (e.g. “It’s too expensive”), they will usually tell me they use a mixture of unique value points, competitive advantages, features and benefits of the product, and [...]
The Difference between Questions, Objections and Smokescreens One of the most challenging aspects of selling, and sales training, is handling objections. I’ve aimed to simplify this concept as much as I can over the years, and I think we’re nearing the zenith of how clear [...]
Asking for money - how your beliefs affect your actions In my last post, I shared the five fatal flaws that lead to selling resistance in professional service business owners. These same flaws are modelled to staff, who turn these feelings into beliefs about asking [...]
For the Professional Business Owners: Five Fatal Flaws that lead to Selling Resistance Sometimes, your people don’t, won’t, or can’t sell because of your selling resistance. Whether you like it or not, as a business owner, you set the tone for the values considered important [...]
Getting your thinking on-target In my last post, I wrote about how your off-target thinking affects you when selling. After you’ve rated where you stand on these examples, it’s time to learn how you can get your thinking more on-target: Polarisation: “I’ll never be able [...]
Rating your off-target thinking A big source of selling resistance how your off-target thinking affects you. In our training, we’ll sometimes ask participants to rate their off target thinking along these examples: Polarisation: “I’ll never be able to overcome objections with customers on the phone.” [...]
Reflecting on your selling resistance In a recent post about resistance to selling, I asked you to write down everything you feel, or what happens, when you’re selling. Today I’d like you to open that document you created and consider the following questions while you [...]
