Sales Momentum, what I call the SALES MO, is just like physical momentum. It’s easier to keep it going than it is to start from scratch. When I was 17 years old I went away to college, my family wasn’t particularly well off but I had a scholarship and a part time job. My father bought me an old 1984 Chevy Luv pickup truck and that little truck got me back and forth to more … [Read more...]
Defusing vs Overcoming Objections
Defusing vs Overcoming Objections "Closing" sometimes has a negative connotation, primarily because no one likes to be "Sold" except for sales people. The rest of us don't want to be "Sold" something, we just want to "Buy" a product or service worth having. Sales professionals who consistently find themselves having to use Hard Sell techniques and aggressive closing … [Read more...]