May 8, 2013

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...

by David Masover

DavidMasover.com

Managing the Sales Process book serialization

Objections

May 1, 2013

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...

by David Masover

DavidMasover.com

Objections

August 20, 2012

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...

by David Masover

DavidMasover.com

Objections

August 13, 2012

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...

by David Masover

DavidMasover.com

Objections

August 6, 2012

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...

by David Masover

DavidMasover.com

Objections

May 29, 2012

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,...

by David Masover

DavidMasover.com

Efficiency

Objections

sales process

May 10, 2010

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...

by David Masover

DavidMasover.com

March 22, 2010

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...

by David Masover

DavidMasover.com

Objections

March 8, 2010

“Your Price is Too High!”

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 get...

by David Masover

DavidMasover.com

Objections

February 1, 2010

Objection classics: “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...

by David Masover

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