Transform Your Personal & Sales Skills

Sometimes it's impossible to gather all participants and hold a meeting in one room. However, a remote meeting can be organized for remote participants.You and I are going to lead a virtual (remote) meeting with our partners or co-workers. There are 4 steps which must...

Once upon a time our solution attracted prospective customers…Today we’re talking about delivering value to a prospect. We know how to create personal, group, business and technical value. The next step is to create a sentence which communicate value to a prospect. It...

What should we do if a prospect want to postpone a deal for… let’s say… ages.Today we’re talking about responses to sales objections about Customer Ability and Authority to buy. Let’s climb I can't sell this to my boss My boss isn't convinced I can't afford that I'm...

Have you ever thought what made you stand out among competitors who sold the same products, similar services and almost the same solutions?... It’s value.Today we’re talking about identifying value of a product, service or solution. As you remember I’d highlighted 4...

According to last observing when we avoid qualifying our prospects and jump to give a presentation, objections about our solutions appear at lightning speed.Today I’m going to give you some responses to sales objections about Product, Need and Fit. Our heroes are I...

Once upon a time one prospect fired me… I reckon there were two reasons for that. First, no doubt, bad weather. And second, I forgot to create value for that prospect.Today we’re talking about customer value.What is value?Value is a result of exploiting our solution,...

To discount or not to discount that is a question. Discounting is a way to lose our profit or accelerate sales.Today I'm going to give you some responses to sales objections about budget and price.   Our obstacles are What about discount? What discount can you...

Each prospect has 6 characteristics: need, fit, time, ability to buy, authority to buy and accessibility. The idea is to identify these characteristics in a person or a company.Today we’re talking about how to qualify a prospect effectively.   So, to qualify...

When we start to interact with new prospects, they maybe lack information about us, our business and our solutions. As the result of this they don’t trust us.Today I’m going to give you some responses to sales Objections about You and Your Company. The typical...

As long as we sell our products and services to everyone, we lose our enthusiasm and time. Today we’re talking about why it’s crucial to qualify a prospect. There is time to waste timeJust realize we actually have no time to properly qualify a person or a company to...

Is “I'm not authorized to sign off on this” can be a bridge to make a deal?Today I’m going to give you some responses to sales objections about Customer’s Ability and Authority to buy. Let’s conquer: I'm not authorized to sign off on this and I can't buy until I meet...

Sometimes “I am busy”, “I will call you late” and “Talk to my assistant” are hard nuts to crack.Today I’m going to give you some responses to sales objections that are Excuses and Brush-Offs. Let’s storm: I'm busy, I will call you late and Talk to my assistant. Hop...