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Five Tips to Dealing with Difficult People

Even the most professional sales presentation can be met with objections from your prospects, and this is when your Objection Handling skills come in. This week we will be focusing on tips and advice...

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4 Effective Questioning Techniques to Keep You in the Driver’s Seat

How to use Questions to Stay in Control You’re getting ready to pitch a new client.  You’ve done hours of research and put together a fantastic presentation.  But you know this guy is a tough...

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Can a Little LACE Help Your Selling? (A 4-Part Objection-Handling Method)

We continue to focus on the selling process and objection handling this week and would like to share another thought leader’s suggestion on how to approach objection handling. David Straker (M.Sc.,...

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How to Overcome “I Want to Think About It”

So, what do you say when your prospect simply says, “I want to think about it”? Today we looked to LinkedIn Answers to see what some sales professionals and gurus had to say about it and have included...

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Handling the Objection & Negotiation Phase of Sales

As we start to wrap up our week on Objection Handling and the Sales Process, we look to David Masover, sales consultant, blogger, and author of Mastering Your Sales Process. . . . Handling the...

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Tips to Overcome Objections

By Nadine M. Rejection is possibly the most dreaded word in the English language. No one enjoys being told “no,” and in most sales-related jobs, it’s what we hear most often. “No,” “not right now,”...

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How to Avoid Immediate Resistance on Your Sales Calls

By Art Sobczak A stranger approaches you on the street and asks for some money. A person wielding a clipboard (or an iPad) jumps in front of you as you’re walking down the shopping mall and asks if you...

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