Do your sales people (need to) know how to negotiate?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 2 –…

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How to know if a sales candidate will be able to handle objections

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 2 –…

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Black Belt Objections Handling Techniques – part 3 of 3 – Preventing

My first Tae Kwon Do instructor gave our class a piece of advice that serves equally well for martial arts, objection handling, and many other endeavors. “If you don’t want to be hit, then don’t be in the place where the attack is” From the Tae Kwon Do perspective, this advice is almost as good…

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Black Belt Objection Handling Techniques – part 2 of 3 – Dodging

My first Tae Kwon Do instructor gave our class a piece of advice that works equally well for martial arts, objection handling, and many other endeavors. “If you don’t want to be hit, then don’t be in the place where the attack is” From the Tae Kwon Do perspective, this advice is almost as good…

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Black Belt Objection Handling Techniques – part 1 of 3 – Blocking

My first Tae Kwon Do instructor gave our class a piece of advice that services equally well for martial arts, objection handling, and many other endeavors. “If you don’t want to be hit, then don’t be in the place where the attack is” From the Tae Kwon Do perspective, this advice is almost as good…

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Starbucks and sales: why price doesn’t matter as much as you think

In most places, and certainly where I live in Budapest, Starbucks coffee costs more than very similar coffee sold in places that are very close to Starbucks. In spite of this, people still seem to go to Starbucks. If you are a salesperson who gets weak in the knees at a price objections, you should…

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Sales and Negotiation

Last week, I wrote about the difference between sales and marketing. The point of the article was to take these two ideas that often get mixed together, and draw a clear line where one activity stops and the other starts. These kinds of definitions are important for the same reason that a sales process is…

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Where is the spotlight? If it is on you, you are not selling!

I was sitting in the best burrito place in Budapest one afternoon. At a table near me, I couldn’t help but overhear a conversation in English, My Hungarian is still pretty weak, so the familiar language caught my attention. In this conversation, an older guy in a business suit was sitting with a young, fresh…

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Objection Series – “Your Price is Too High!”

FREE TRIAL OFFER: Read the first 30% of my new book “Mastering Your Sales Process” FREE – delivered to your inbox immediately – please visit http://www.davidmasover.com/free-book-sample.html to register. ****************************************************** Early in my sales career, I worked for a promotional products importing company in California that was very entrepreneurial. The president of the company would often…

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Objection series – “I need to think about it”

Thinking things over seems like a perfectly reasonable thing to do. That is why so many poor performing salespeople accept this objection at face value when they hear if from their clients. The “I need to think about it” objection can be a hard one to get past, until you know how and why you…

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