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How to Deliver Value to Prospects and Customers

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...

How to Identify Value

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...

How to Handle Sales Objections about Product, Need and Fit. Part 2

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...

What is Value

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,...

How to Handle Sales Objections about Budget and Price. Part 2

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...

How to Qualify a Prospect

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...

How to Handle Sales Objections about You and Your Company. Part 1

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...

Why qualify a prospect

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...

About SergeyBure.com

SergeyBure.com is a website for salespersons. The goal of this site is to provide content that allows salespersons to improve their skills.

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