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How to Overcome Sales Objections

In previous posts, I revealed the formula for persuasion success, suggested ways in which to engage your prospects, offered ideas about how to explore new opportunities with your buyer and then frame the options for best sales results. As a reminder, here is the formula: Yes = E2F3. 1. Engage your target. 2. Explore the situation. 3. Frame the

Frame the Buyer’s Options for Best Sales Results

In previous posts, I revealed the formula for persuasion success, suggested ways in which to engage your prospects and offered ideas about how to explore new opportunities with your buyer. As a reminder, here is the formula for persuasion success: Yes = E2F3. 1. Engage your target. 2. Explore the situation. 3. Frame the options. 4. Finesse the rough

Do You Possess Epic Credibility?

Why is credibility so important in today’s workplace? Well, consider what having credibility enables you to do: Persuade people more easily Influence more people Reduce conflict Complete projects successfully Improve your team’s reputation Easy to lose and tough to build, credibility ranks as one of the primary characteristics of a successful project manager and leader.

Want to Sell More? Get Better at Persuading Others

While persuasion is crucial to people’s success for many reasons, they actually spend very little time and effort improving their persuasion skills. If you’re going to thrive in the eat-or-be-eaten world of modern retail, you must be able to effectively persuade others to buy what you're selling. This will provide you with a competitive advantage,

Six Ways You Know You’re Making Progress With a Customer

How can you tell whether you’re making progress with a prospective buyer? Often, the answer lies in the degree to which that person trusts you and finds you a credible sales professional. For clues about how your customers feel about you, observe their actions — or inactions — to determine if you’re winning them over.

Why You Should Salute When You Hear ‘No’

Not every sales pitch is going to result in a "yes." But don't give up too easily. You shouldn’t ignore that “no” or refuse to hear it. Rather, take two shots, and then salute. What do I mean by this? If your buyer says “no” once, reformulate and try again. If, after your second attempt,

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