Category Archives: Sales Coaching

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Dec
14

The Real Reason You Hear Price Objections

Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide. If prospects can’t see the value, they are going to use the one measure that they can see—your prices and fees. When selling against competition your success depends entirely on your ability to
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Jun
07

Watch Your Body Language and Close More Sales

Your body language will help you close more sales. Unless you’re in control of your body, it’s telling your clients everything you don’t want them to know. Your words may be spot-on, but your body is saying, “I will discount my services if you ask, I can cut my commission in half or I can throw that in for free if that is what it takes.” You may also be sending subtle non-verbal signals that convey anxiety, lack of confidence, desperation or fear.
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May
14

How To Overcome The I Can’t Afford It Objection

Objections are a natural part of the selling process, and they pop up for many reasons. Objections can happen in all stages of the process and are often nothing more than problems to be solved. But some professionals are ill-prepared and choke up when they hear the dreaded “I can’t afford it”objection. Here is how you can erase the "I can't afford it" objections.
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Apr
14

Are You Suffering From Phone Phobia?

Professionals declare that emailing and texting is easier. Messaging through social media is faster. These activities actually slow down the sales process. They create more noise instead of opportunities. Emailing and texting are fantastic for a lot of things, but building trust is not one of them.
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