The Pipeline
JANUARY 30, 2013
This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections ; this one specifically those you encounter while prospecting. In the video it references a link to download the Objection Handling Handbook, just in case you missed it above, it is: [link].
The Pipeline
MAY 29, 2013
On Monday I wrote about the need to counterbalance for some of the realities of telephone prospecting , and some things sellers can do to compensate. Some of these things may seem mundane and basic, but that doesn’t lessen their importance in consistent results from telephone prospecting. The same works for a prospecting call.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
MARCH 21, 2019
As with most things in prospecting and sales is the same, to develop a routine you can and willingly implement. Most people have so much on their plate, they mostly try to get through calls, only dealing directly with the important ones, and a prospecting call is rarely one of those.
The Pipeline
MAY 3, 2013
Jim was on the phone with a potential buyer who asked that Jim send him some info before committing to an appointment, Jim tried everything we put in our Objection Handling Handbook , but in the end had to send some info. Over the next few days Jim saw the prospect read the e-mail, both in the office and on his mobile device.
The Pipeline
MAY 1, 2013
Often, prospects’ questions at critical points in the sale sound like objections, when they are just the buyer thinking out loud. Then download the Objection Handling Handbook. Sellers need to slow down, step back assess, then deal with the situation, statement in a way appropriate for that situation. Take a look at what I mean.
The Pipeline
MARCH 13, 2014
No really, watch any group of sales people on the phone trying to set appointment, and it is only a question of minutes before you see a few telling you how they convinced the potential prospect to let them have second place, or take their place among the also-rans. D. All of the above. Join me - Return On Objectives #Webinar.
The Pipeline
FEBRUARY 10, 2014
Some things you can avoid, in Renbor’s Objection Handling Handbook , I talk about specific way to present things to prospects, especially while prospecting that allows us to steer the discussion in a certain direction, or better yet, initiate the conversation in a way that eliminates a specific objection. of reps attained quota.
Expert insights. Personalized for you.
293 
Let's personalize your content