by | Jul 3, 2025 | Calls, Objections, Outreach
Your prospect is always busy. You are always interrupting them any time you make an unscheduled or cold call. Whatever the prospect was doing before you called is what they chose to do, and therefore deemed most important. So yes, you are interrupting them. Because of...
by | Jun 6, 2025 | Calls, Objections, Outreach
“Nobody picks up the phone anymore”, “You can’t reach clients on the phone”, “The phone call is dead”. Psht…give me a break. People say this because they don’t want to pick up the phone. They are scared. I’m not saying that as a put down, I am scared too. I have been...
by | Feb 6, 2025 | Mindset, Objections, Outreach, Pipeline
Sellers must spend more time selling. This is not really a skill or a behavior per se, it is more of a mindset or a discipline. Our modern work culture is full of distractions and secondary demands of our time, but we know what drives sales, and it is up to us, as...
by | Jan 22, 2025 | Mindset, Objections, Relating to The Buyer
Objections are an ever-present part of the sales process, and I have posted on the topic in the past (If you are interested in learning more about identifying objections, and handling them, please take a look at “Identifying Objections” from April 25th, 2024). In...
by | Apr 25, 2024 | Discovery, Objections, The Buyer's Mind
There are two basic lines of thinking in sales training and in sales literature. One is that objections don’t actually exist and if you are hearing them it just means that you did not do a good enough job selling so it’s time to return to discovery and presentation....
