It can be hard to predict your prospect’s current situation, even if you’ve done thorough research on the company, ...
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One of the best ways to turn a skeptical prospect into a buyer is to give them evidence that your product or service ...
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When you’re selling efficiency solutions in landlord/tenant settings, there are times where you’ll hear the “I’m ...
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Every now and then you’ll hear the objection that it’s too hard to make older buildings energy efficient. I think ...
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Most prospects are spending money on an overly large utility bill when they could be making principal and interest ...
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An indecisive prospect will often tell you, “I need to think about it.” What do you do in this situation? All too many ...
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Keeping an Objections Archive™ is just as important as keeping a Story Archive™. These are indispensable items to have ...
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The economic effects of COVID are widespread and ongoing, so it might seem intimidating to move forward in an uncertain ...
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One of the things we've undertaken this past year is teaching how to sell through a recession and how to deal with ...
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Working in sales can be rewarding, if you understand what a career in sales is all about. To help remove some of the ...
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