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

by David Masover | May 8, 2013 | Managing the Sales Process book serialization, Objections, Sales Philosophy

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...

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

by David Masover | May 1, 2013 | Managing the Sales Process book serialization, 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...

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

by David Masover | Aug 20, 2012 | Objections

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,...

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

by David Masover | Aug 13, 2012 | Objections

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,...

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

by David Masover | Aug 6, 2012 | Objections

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,...

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

by David Masover | May 29, 2012 | Objections

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...
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