Participating in a trade show is an investment of both time and money. However, it can be a very worthwhile investment. The Center for Exhibition Industry Research (CEIR) states that seven out of 10 trade show attendees plan to buy one or more products. CEIR also found that 72 percent of trade show visitors say the [...]

Today I am sharing with you my Daily Sales Tip #21 titled: “Find companies that have immediate wants and needs.”  

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your [...]

If a prospect does not understand the products or your proposition, it would be useless to continue an attempt to sell without first clarifying what is being presented. So when an objection indicates that the prospect lacks understanding, you need to become an educator, or a teacher. Action Step: Ensure that you are able to [...]

In my previous post (The difference between excuse and objection) I was talking about how we need to make a clear distinction between a genuine objection versus excuses and postponements. Today I will take this conversation one step further. Having discovered the need to identify objections and deal with them appropriately, it is also important [...]

When it comes to selling, what, exactly, is an objection? If we can truly understand what we’re dealing with when a prospect makes an objection, then it will be easier to handle and use to your advantage in the appropriate situation. Not all objections should be received as a negative blow to your sales presentation. [...]