- The legacy approaches to sales are designed to overcome objections.
- The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution.
- The modern…
Late in the game, buyers go through a stage in the buying cycle where they want to make sure that they not making the wrong decision. Little shreds of doubt creep into their minds, and they begin to have concerns.
The salesperson’s job is to Continue Reading
The language "overcoming objections" doesn’t work for me. First, the idea of an objection is often too strong to describe what it is we encounter in sales. Second, the idea of “overcoming” brings with it the idea that by doing so you win and…Continue Reading
There is nothing more helpful to coaching big deals than a full strategic opportunity review. Spending the time to analyze the prospect’s decision-criteria, to review how you create value for the prospect, and to review the areas where your…Continue Reading