The sales process is laden with objections. View objections as helpful clues to closing the opportunity. Make sure to reflect the necessary changes in our sales plan and forecast status. Pay particular attention to objections that require functional modifications to your solution. Don’t shy away from objections, embrace them and collectively work with your CustomerContinue reading “Objection Handling”
Category Archives: Qualifying
Trust needs to earned and sustained. Not always the easiest thing to do. Assign a “trust factor” color to each account. Review ways to validate and improve opportunity’s trust factor with your manager and peers. Always trust yourself.