In this course, hear questions from real people in various sales roles, along with the expert answers from Dean Karrel.
- [Martyn] Hi, I'm Martyn Allen. … I'm a small business owner from the UK. … Hey Dean, when a buyer is voicing an objection … but you sense it's not the real issue, … how can you press them to be more honest … without compromising rapport and professionalism? … (electronic music) … - [Dean] Martyn, this is a great question about … not hearing the real issues from buyers, … since more than likely it happens in the … vast majority of calls we make as sales people. … First off, we all know that handling objections … and tough questions are what we should expect … in every sales call we make, you know that, I know that, … but when we hear a buyer raise a concern … our knee-jerk reaction is that … we want to raise our arms in frustration. … What makes it worse is that we read books, articles, … and even watch training videos (laughs) like mine … where it seems like it should be so easy … to overcome objections, right? … The fact is it's tough, and especially … in this example you raise, Martyn, …
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient