Do you leave ‘Objections’ to the end of your client conversation? Objections are a pain point in a client conversation. Our suggestion to you is that each and every one of you will know what the two to four common objections are almost every time you go and see somebody. They are the same ones, the ones that always come up and we are crazy not to have something prepared for that. I’m amazed at the number of people I talk to who say “Oh yes that objection comes up all the time and..

We don’t like other people wasting our time but what about wasting it ourselves? – and I’m not talking about time management. If we focus on the right things in our sales process we have to end up with better results. We discuss this problem within this issue’s videos – When Is Hearing NO as Important as getting a Yes? (Sales) – Prospecting and how to know which clients you should or should not pursue.

Relevance is an important part of any approach and, by extension, the value proposal you want to introduce. To me there are two key components that many do not do well and they are outlined in my two feature videos. If you master both you will be significantly more successful in gaining that immediate deeper attention from a prospect that will propel you forward in your sales process, lessen the number of objections you receive and lead to a quicker and more profitable sal…