- Your legacy approach fails because objections you often hear are not real, rather designed to mask that the client believes the meeting is a waste of time and not going to create enough value.
- Objections come with real concerns…
You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they…Continue Reading
In business-to-business sales, most decisions are made by consensus. There often isn’t a single decision-maker. Instead, there are teams of subject matter experts who make the decision together. These decision-influencers all spend more time…Continue Reading