Articles

Articles by Cheryl A. Clausen

Browse every published article connected to Cheryl A. Clausen, with exact attribution and full-archive search.

articles: 255
shown per page: 50
search signals: Topic + expert

Articles

255 articles by Cheryl A. Clausen · showing 50

Browse every published article connected to Cheryl A. Clausen, or search within this exact expert archive.

By Cheryl A. ClausenMar 11, 20081 topic

You Have To Work Hard To Increase Sales?

Well, that’s what everyone says isn’t it? That’s what you believe, isn’t it? Confess. You’ve bought into the idea that you have to work long and hard and pay your dues in order to succeed. nnIf you aren’t producing the results you want now you think you just have to work harder and the payoff will come. Isn’t it also true that there comes a point where no matter how hard you work the returns on your efforts begin to diminish? You can

Primary topic: Sales Training

906 views

By Cheryl A. ClausenMar 10, 20081 topic

You Can Laugh At Closing Fears, Says The Sales Coach

You’ve invested a great deal of time and energy first developing prospects then meeting for an appointment. At the end of the appointment do you stumble when it comes time to ask for the business? You’re not alone. In fact, a full 63% of all appointments end without the salesperson asking for the business.nnFear is a key obstacle preventing you from moving forward. Both your fear of being rejected and the prospects fear of making a mistake. You can remove both. If

Primary topic: Sales Training

954 views

By Cheryl A. ClausenMar 7, 20081 topic

Has The Secret To Increased Sales Been Discovered?

Absolutely. While this “secret” is right under your nose most don’t put the pieces together and take advantage of the five-pronged key elements for increased sales. You will immediately increase your sales when you include all five elements in your business and develop proficiencies in each area. nnThe first element to increased sales is based on attraction, attention, and action. You could be the most highly skilled salesperson in the world and fail miserab

Primary topic: Sales Training

946 views

By Cheryl A. ClausenMar 6, 20081 topic

Can You Pass this Sales Test, Asks The Sales Coach?

Beyond product knowledge, sales skills, and marketing skills there are three essentials for sales success? Do you know what they are? Can you guess? Before continuing please answer for yourself the question, “what are the three essential skills for sales success?” nnThe first essential skill is the ability to initiate, develop, and extend relationships. Every salesperson understands this concept when it comes to nurturing a prospect. However, among the most powerf

Primary topic: Sales Training

968 views

By Cheryl A. ClausenMar 5, 20081 topic

How To Avoid The Biggest Mistake You Can Make In Sales - Increase Sales

One of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business. The whole time you’re focused on working through these new prospects you aren’t doing anything to keep your sales funnel full, so when you’ve held your last appointments your business comes to a screeching halt. nnThis start and stop approach also leads

Primary topic: Sales Training

905 views

By Cheryl A. ClausenMar 4, 20081 topic

If You Can Do This You Can Increase Sales

Salespeople are busy people. Some are so busy they’ve come to realize that time management is actually keeping them from achieving the outcomes they want. It’s frustrating that something so seemingly simple is such a source of trouble.nnWhat most people either don’t realize or don’t acknowledge is that time management is not an issue of being able to use a calendar or appointment book. Time management frustrations are the direct result of difficulties:

Primary topic: Sales Training

955 views

By Cheryl A. ClausenMar 3, 20081 topic

Which Of These 5 Sales Struggles Would You Like To End? - Sales Coach

Working with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five areas include: nn Prospectingnn Overcoming objectionsnn Closing the salenn Time managementnn Consistency and momentum nnThe first part of your struggle comes from knowing what to do. Yes

Primary topic: Sales Training

913 views

By Cheryl A. ClausenFeb 28, 20081 topic

Give Me 90 Days And I'll Give You A Plan For Phenomenal Success

Top producers are regular people who take specific actions that average or poor producers don’t. That means there is nothing preventing you from joining this elite group except you. If you’re willing to remove yourself as an obstacle to your success you’ll become a top producer too.nnFollow this plan every day for 90 days and you’ll enjoy phenomenal success. nn Make a commitment to yourself to your own growth and development in the areas of: self-marke

Primary topic: Sales Training

967 views

By Cheryl A. ClausenFeb 27, 20081 topic

Master The Big 3 Of Attraction, Assistance, And Alignment And There's Simply No Way to Fail

At first it may have been an exciting challenge trying to fill your appointment calendar each week. Soon what was once a challenge became a drudgery. Unfortunately, few of the appointments you secured resulted in immediate business meaning you had to work even harder to fill that appointment book. Plus, even though you continue to ask for referrals those referrals are few and far between. Have you been or are you in these shoes? n n Even though it feels hopeless now there is

Primary topic: Sales Training

871 views

By Cheryl A. ClausenFeb 26, 20081 topic

How Sales Training Keeps You From Sales Success - Sales Coaching

How much time, energy, and money have you invested in sales training programs, seminars, workshops, and books? If you’re serious about becoming a top sales professional the total is a large number…perhaps so large you could buy a car or at least make a couple house payments with that money. Congratulations on your commitment to yourself and your success. n n However, I must ask you how much has your sales grown as a direct result of any of those things? Now some o

Primary topic: Sales Training

925 views

By Cheryl A. ClausenFeb 25, 20081 topic

The Best Sales Pro Around Teaches Others His Secrets - Sales And Selling Technique

Drum roll please. And bounding out from behind the curtain smiling and bowing to the roaring applause appears our sales super star. The crowd is teaming with emotion putty in his paws. n n Yes, if you didn’t go out searching for your dog if you ended up bringing home a dog you weren’t sure you even wanted and wouldn’t part with that dog for all the money in the world now -- you my friend are looking at one of the best sales pro’s around. All this time

Primary topic: Sales Training

845 views

By Cheryl A. ClausenFeb 25, 20081 topic

Pay For Your Life Insurance Now...Cash in After Your Death - Insurance Sales Success

Wait a minute. That doesn’t sound like a fantastic deal, does it? We’re an instant gratification society we want to have it all now, and worry about how we’re going to pay for it later. Hmmm, that puts you and your proposition in an awkward position now doesn’t it? n n It certainly isn’t funny if you’re one of the noble folks trying to sell life insurance. You’ve got a tough job you don’t need any help making things harder, so h

Primary topic: Sales Training

867 views

By Cheryl A. ClausenFeb 25, 20081 topic

How A Strange Envelop Saved Bob From An Empty Appointment Book - Sales Coaching

Bob, had just finished up another frustrating day that yielded no sales, and no appointments for future sales. He plopped down at his desk and began to sort through his mail dreading the bills he knew he’d find, and wouldn’t be able to pay. As he quickly sorted through the pile setting the bills off to one side he came to an envelope that he knew wasn’t a bill. Bob eagerly opened that envelop first. n n When he opened the envelop he discovered a card inside.

Primary topic: Sales Training

923 views

By Cheryl A. ClausenFeb 22, 20081 topic

Do You Have What It Takes To Increase Sales? - Sales Coaching

Many people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales. n n If you’re in a service industry and you’re the business owner or a commission only sales person you must do one thing before you get the opportunity to practice your sales prowess and increase sales. That one thi

Primary topic: Sales Training

903 views

By Cheryl A. ClausenFeb 22, 20081 topic

Free To Insiders...$2 To Everyone Else - Sales And Selling Technique

Are you an insider? An insider is a person who is able to position themselves in a way to make the connections they need to get all the leads they want. Insiders develop their own proprietary leads list of highly qualified potential prospects. Everyone else pays big bucks to get these names and contact information, but insiders don’t have to. n n Have you been on the costly end of spending your precious dollars for supposedly hot leads? Leads that have already agreed to

Primary topic: Sales Training

939 views

By Cheryl A. ClausenFeb 22, 20081 topic

Diary Of A Lonesome Insurance Salesman - Insurance Sales Success

When you open your appointment book does it look like your bank account? Empty! Can you sit in your office for hours on end with no interruptions in the form of phone calls from potential prospects and suspects dropping in? Feeling as lonely as the Maytag repairman? n n Well, at least you know what the problem is. You don’t have enough prospects or you aren’t able to secure an appointment with the prospects you do have. Either way there’s one simple reason t

Primary topic: Sales Training

984 views

By Cheryl A. ClausenFeb 21, 20081 topic

Sales And Selling Technique: Sweeps Week

During sweeps week the television stations break-out their best programming in an effort to drive their ratings up. They know if they can catch a viewers attention and then give them something they want the viewer is likely to tune in as a regular viewer each week. The stations performance during sweeps week has a big financial impact on future commercial sales. n n So, what does sweeps week have to do with your sales? There’s nothing stopping you from scheduling your o

Primary topic: Sales Training

999 views

By Cheryl A. ClausenFeb 20, 20081 topic

Sales And Selling Technique: The 2 Most Underperformed Steps In Sales

Do you think sales starts at the appointment? If you do you’re short-changing yourself and working far harder than you need to. Your sales results are far less than they could be. n n The first two steps in the sales process happen long before the appointment. Step one is to get the attention and interest of the highly qualified prospects you want to work with. Step two is to provide those prospects with a highly motivating reason to reach out to you. nn When you proper

Primary topic: Sales Training

910 views

By Cheryl A. ClausenFeb 20, 20081 topic

Sales Coaching: 2 More Bite The Dust...Don't Let It Be You

The wheat is falling from the chafe. Just this past week two more sales people fell. It happens every day of every week of every year, and when the external economy gets tight it only escalates. No matter how good you think you are in sales you will fail if you fail to do what it takes to last. n n Just a few years ago the mortgage industry was so hot mortgage brokers were overwhelmed by the sheer volume of business walking in the door, not so today. When business is that goo

Primary topic: Sales Training

887 views

By Cheryl A. ClausenFeb 20, 20081 topic

Help, I Can't Sell - Insurance Sales Success

Oh my gosh; nobody has any money, you have a sales manager threatening to cut you loose, and you can’t sell anyone anything! What are you going to tell your family and friends? How are you going to pay your bills? What are you going to do now? n n First, stop the conversation that’s going on in your head. All that negative self-talk won’t allow you to turn things around. Take a reality check. You can sell. You’ve been selling since you were a little ki

Primary topic: Sales Training

1,041 views

By Cheryl A. ClausenFeb 19, 20081 topic

Sales And Selling Technique: Oh, Now That I'm Mad You Pay Attention to Me?

Do you want to get rid of a client really fast never to have them return? Of course, that’s not what you want. When you’ve earned a client or you have a prospect in your sales funnel you want them to stay a client for a life-time continuing to buy from you, and referring others to you. The life-time value of a life-long client is huge, and critical to sustaining a viable business. n n Unfortunately, you may be making a simple and common mistake that sets you up fo

Primary topic: Sales Training

936 views

By Cheryl A. ClausenFeb 19, 20081 topic

Sales Coaching: How Much Time Do You Spend Actively Selling?

Proudfoot Consulting reports that salespeople only spend 11% of their time actively selling! Just imagine what would happen to your sales if you were to increase that to 12% or even 15%. There are several reasons you actually spend so little time selling: administrative tasks, travel time, responding to existing clients, etc. However, the biggest reason you spend so little time selling is you lack people to sell to. n n That isn’t to say you don’t make large time

Primary topic: Sales Training

1,420 views

By Cheryl A. ClausenFeb 19, 20081 topic

Sales Coaching: 7 Steps To Turning Bizop To Biz Reality

”It won’t be easy, but …it could be the most challenging, most rewarding thing you’ve ever done”, reads a recent ad for State Farm Insurance. It could apply to nearly every business opportunity ad you’ve ever read or considered for any service business. Owning your own business, controlling your own destiny, is an exciting concept that many people desire. However, most will fail because they fail to understand 7 critical steps for business

Primary topic: Sales Training

1,179 views

By Cheryl A. ClausenFeb 18, 20081 topic

Insurance Sales Success: 7 Steps To Increased Production

Increase your production by adding more clients and adding higher value clients. Easier said than done, right? Hopefully, no one ever told you it would be easy to sell insurance or investments. Yet, if you do certain things you can make it easier for yourself. n n First, identify 3 new prospects each and every day. Write those three names down before the end of the day each and every day. Then allow your subconscious mind to start processing how you’re going to make a c

Primary topic: Sales Training

1,131 views

By Cheryl A. ClausenFeb 18, 20081 topic

Sales And Selling Technique: Problems Closing?

Do you get to the end of the sales presentation only to be thanked for the information and ever so nicely invited to keep in touch? Ouch! Zig Ziglar refers to this as being a professional visitor. So, what happened how did you come to this point only to walk away empty handed? n n Do you even realize that you are truly walking away with nothing? You see, many sales people think this is leaving the door open for future opportunities while the facts indicate you’ve just b

Primary topic: Sales Training

937 views

By Cheryl A. ClausenFeb 18, 20081 topic

Sales Coaching: Why Don't My Actions Produce the Results I Want?

Do you feel like a dog chasing its tail running and running never catching what you want? It’s true sales is about action, however, successful sales is about right action. And right actions spring from the desired golden ring. n n To get what you want you have to know what you want in specific written terms. Simply having written weekly sales goals, although I do encourage you to have them, isn’t enough. You see you don’t ultimately want sales; you want what

Primary topic: Sales Training

942 views

By Cheryl A. ClausenFeb 15, 20081 topic

Sales And Selling Technique: Turning A So-So Idea Into One That Works

As a service professional when you earn a client you want a life-time client not a one-time sale. The more interaction you have with your clients the greater their satisfaction, and the greater their satisfaction the more likely they are to stay with you, appreciate your services, and refer you to others. Obviously staying in touch is a good investment of your time. n n But is staying in touch a good investment of your clients time? This is where you have the opportunity to t

Primary topic: Sales Training

965 views

By Cheryl A. ClausenFeb 15, 20081 topic

Insurance Sales Success: Turning Setbacks Into Comebacks

Setbacks are your opportunity to make powerful comebacks. Throughout your working years as a service business owner you will experience adversity from both internal and external forces. If you lack persistence and determination you will crumble and lose it all. n n With persistence and determination, and belief in yourself you will overcome all adversities and succeed. It’s now who you know or what you know it’s your determination and persistence that will guarant

Primary topic: Sales Training

985 views

By Cheryl A. ClausenFeb 15, 20081 topic

Sales Coaching: Attitude Blocking Opportunities?

Do you wake up each morning expecting great opportunities to present themselves to you? When you expect great opportunities they will be there, you only need to be ready to see them. Your attitude determines whether or not you’ll see those opportunities. n n Are you like Bob or Sam? The other day I ran into Bob. When I asked Bob how things were going he said, “terrible with the economy the way it is and living costs on the rise nobody has the money to buy insuranc

Primary topic: Sales Training

993 views

By Cheryl A. ClausenFeb 13, 20081 topic

Insurance Sales Success: Achieving Growth

If you aren’t moving forward you’re moving backward. You want to grow and that means you need to attract more prospects. You’re scared to limit yourself to a specific group of people, or you simply don’t know how to narrow the field. One way to ensure your rapid growth is to develop a specific area of expertise. What product(s) are you passionate about? What products do you believe in so much you wouldn’t even consider living without them? n n As

Primary topic: Sales Training

1,018 views

By Cheryl A. ClausenFeb 13, 20081 topic

Sales And Selling Technique: Don't Go For The Close Too Soon

One of the biggest mistakes you can make is trying to go for the close too soon. Now I don’t literally mean asking for the sale. What I mean by going for the close too soon is that you jump to your solution or outcome too soon in the sales conversation ruining any chances you have for closing anything. n n Here’s how and why it happens. You and the prospect are having a nice sales conversation. You’re sitting there patiently waiting for the prospect to tell

Primary topic: Sales Training

988 views

By Cheryl A. ClausenFeb 13, 20081 topic

Sales Coaching: Watch These 3 Things As Your Sales Grow

Whoo hoo, your sales are growing and now you’re wondering if it’s time to develop a physical presence in the marketplace. Most service professionals come to this cross-roads and take the next step without carefully considering the impact and the underlying concerns. n n Many service professionals like insurance agents and financial advisors are encouraged to get an office as soon as possible. Before you make that decision and take that step just make sure you&#821

Primary topic: Sales Training

868 views

By Cheryl A. ClausenFeb 12, 20081 topic

Insurance Sales Success: Do You Have What It Takes To Make A Match?

When you try to sell instead of trying to match you can’t sell. Have you ever seen the children’s toy where the child tries to put different shaped objects into matching shaped holes? Essentially selling insurance is the same thing only the shapes and holes are conceptual rather than physical. n n All too often you approach the client trying to push a product rather than trying to figure out what the client wants that you can match. Product pushing doesn’t w

Primary topic: Sales Training

924 views

By Cheryl A. ClausenFeb 12, 20081 topic

Consultative Selling: Persuasion Not Manipulation

Do you wonder how you can be more persuasive? If you’ve ever experienced a top salesperson you recognize that these folks are very persuasive, but never manipulative. Many salespeople try to be persuasive, but end up being manipulative and don’t earn many sales. n n One of the biggest mistakes you make is thinking that persuasion is about telling the prospect. Persuasion has little to do with telling, and everything to do with asking. And the reason this is true i

Primary topic: Sales Training

2,331 views

By Cheryl A. ClausenFeb 12, 20081 topic

Sales Coaching: I'm Just Looking Means...

Ok, confess you’ve said it yourself when approached by a salesperson. And you understand it in a retail setting, but what about service industry businesses? In your case when the prospect projects disinterest what do you do how do you handle it? n n What does “I’m just looking” or general disinterest really mean? It means you have a ready buyer! You don’t go to a car dealership because you have no interest in buying a car, and a prospect doesn&#8

Primary topic: Sales Training

870 views

By Cheryl A. ClausenFeb 11, 20081 topic

Sales Coaching: Outcome Or Opportunity

Do you view prospecting as an outcome or an opportunity? Do you think of prospecting in terms of a process or an event? The way you answer those questions makes a big difference in the results you experience. n n Many people view getting the attention of a prospect as the outcome. That’s not a good thing, and it causes you to miss many opportunities. Getting the attention of a prospect is simply an opportunity for you to develop and continue a relationship with that pro

Primary topic: Sales Training

878 views

By Cheryl A. ClausenFeb 11, 20081 topic

Sales Coaching: 3 Skills To Focus On

A sales professional’s success is determined by your willingness to invest in yourself. There are two areas for personal development that most will invest in, and one area only Top Producers invest in. Those who aren’t Top Producers never even think to invest in themselves in this way. n n That’s not to say you shouldn’t invest in all three areas because you should. The two areas you’re familiar with are self-improvement and sales process trainin

Primary topic: Sales Training

1,179 views

By Cheryl A. ClausenFeb 11, 20081 topic

Sales Coaching: 3 Ways To Simplify The Solution

Selling services can be confusing and complicated for the potential buyer. It’s a simple truth that a confused buyer will not buy. They can’t make a “yes” buying decision because they aren’t sure what they’re saying “yes” to, and the long-term implications of that “yes” decision. n n Combine the complexity of the prospects circumstances with the sophisticated available choices, and a prospect is likely to throw their

Primary topic: Sales Training

899 views

By Cheryl A. ClausenFeb 7, 20081 topic

Sales Training For Women: Increasing Your Sales Effectiveness

In sales effectiveness is doing the right things to produce the desired result which is more sales. Your effectiveness is dependent on your actions, and the relationships you form with clients and prospects. You can’t be effective if you don’t understand your client’s and prospect’s goals, and you won’t discover those goals if you can’t form relationships. n n Your relationship and credibility is what provides you with the opportunity to ga

Primary topic: Sales Training

982 views

By Cheryl A. ClausenFeb 7, 20081 topic

Sales Coaching: Ugly Sales Is Not For You

If your business is based on any service industry ugly sales is not for you. You may be wondering what the heck is ugly sales. You may have never heard it referred to as ugly sales, but you certainly felt how ugly it is when you’ve been on the receiving end of ugly sales. n n Ugly sales is the self-serving sales tactics practiced by selfish salespeople who only care about themselves and view sales as an event rather than the beginning of a long-term relationship. Salesp

Primary topic: Sales Training

950 views

By Cheryl A. ClausenFeb 7, 20081 topic

Career Sales Training: How Do You Drum Up Business?

You aren’t going to wake up one morning and magically have people clamoring to work with you unless you’ve done the things you need to do to make that happen. But few salespeople have a clue how to get qualified leads contacting them, and they aren’t going to learn overnight. If you need more business, start by putting yourself either physically or remotely in places where opportunities can occur. n n The first question to ask yourself is, “where do th

Primary topic: Sales Training

941 views

By Cheryl A. ClausenFeb 6, 20081 topic

Sales Coaching: 9 Mistakes That Will Cause You To Fail

I work with and am friends with a number of financial advisors. In a recent conversation with a veteran in the business we discussed the main reasons new advisors don’t make it. Truthfully your odds of making it in the business are pretty slim if you just do what they tell you do to, but your actions determine your results and your future. n n Lots of people enter the industry and only are rare few are still in the business after five years, and even fewer are successfu

Primary topic: Sales Training

938 views

By Cheryl A. ClausenFeb 5, 20081 topic

Sales Coaching: 5 Reasons You Can't Close

When you struggle to close the sale you think closing is the problem. But when you struggle to close the sale closing is a symptom of the problem not the problem itself. When you try to fix a symptom as though it were the problem the problem remains because you’re trying to put a band-aid on a wound that isn’t ready to heal. n n Here are 5 reasons you may be struggling to close the sale: nn You lack confidence in yourself and/or your supporting products.nn You fea

Primary topic: Sales Training

944 views

By Cheryl A. ClausenFeb 5, 20081 topic

Individual Sales Training: Can You Sell?

Even the worst salesperson will fall into an easy sale once in a while. Insurance and investment companies know that and that’s why they push you to meet with anyone who has a heartbeat. They know that if you meet with enough people you’ll eventually sell something to somebody, but that doesn’t mean you can sell. n n Far from it. It only means that you’re working the odds when you should learn how to sell, so the odds would be working for you. No matte

Primary topic: Sales Training

890 views

By Cheryl A. ClausenFeb 4, 20081 topic

Individual Sales Training: What Does Your Client Want From You?

Your clients and potential clients want you to serve them and their best interests. You have the power to determine your sales success by exceeding the expectations of your potential clients and existing clients. As a service professional your clients want you to act on their behalf and in their interests as a trusted business advisor like their accountant or attorney would. n n The term client by its very definition means that you have the best interests and needs of the cli

Primary topic: Sales Training

887 views

By Cheryl A. ClausenFeb 1, 20081 topic

Career Sales Training: Tell Me A Sales Story

You love a good story, I love a good story, everyone loves a good story. Stories are how we learn and how we remember things. Stories simplify the complicated and support our beliefs. And stories are one of the most powerful tools you can use in a sales conversation if you know how to tell a good story. n n A good story must be engaging and brief. Your prospects don’t want to hear some protracted story, and they certainly don’t want to hear a long story that doesn

Primary topic: Sales Training

1,064 views

By Cheryl A. ClausenJan 31, 20081 topic

Sales Coaching: 7 Mistakes That Are Screwing Up Your Sales

You don’t know what you want to be when you grow up, or at least you’re acting like you don’t. You’re like a frustrated employee who hates their job, but doesn’t see how to get a better one. You lack focus, but you don’t know what to focus on so you’re running around looking under every rock trying to find someone you can sell to. n n This stinks. It’s ugly, painful, and disheartening but it doesn’t have to be that way. Yo

Primary topic: Sales Training

886 views

By Cheryl A. ClausenJan 30, 20081 topic

5 Sales Training Tips For Women Who Want To Be Great

Why do so many saleswomen struggle to compete and excel? It isn’t because you lack skill or knowledge. It’s because you get confused and lose focus on what’s important. n n Don’t try and make sales more complicated than it needs to be. Understand that there are some simple principles that hold true no matter what service industry you’re in when it comes to sales success: nn Whether you know about proven marketing principles and use them in your b

Primary topic: Sales Training

897 views

By Cheryl A. ClausenJan 29, 20081 topic

5 Sales Coaching Tips To Get More Appointments

What does every professional service salesperson need? More appointments with more qualified prospects. Yet, many salespeople fight this daily struggle and feel like they’re losing the battle. n n Your current efforts to fill your appointment calendar may not be working because you’re making small mistakes that have a huge impact. If you want to get the right people interested in meeting with you your efforts must not only attract them, but they must filter for th

Primary topic: Sales Training

962 views

By Cheryl A. ClausenJan 28, 20081 topic

Professional Sales Coaching: 5 Hidden Objections

You “hear” objections on a daily basis. The problem is the objections you “hear” are rarely the real objections that are preventing prospects from buying your solution. When you understand the five hidden objections you can proactively remove them. n n The 5 hidden objections are based on human frailties: n Resistance to changen Lack of focusn Selective listeningn Assumptionsn Negative attitudes nn No matter what the prospect tells you one of these is

Primary topic: Sales Training

1,475 views

Back to top ↑