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Aligning Customer Objections to the Buying Process

SBI Growth

Don’t get me wrong, I revel in an easy solution. In the same way that your any conversation should be buyer centric, so should your objections. What I thoroughly recommend is the construction of an Objection Handling Template. Formulaic approaches such as this are very tempting. Seem too good to be true? That’s because it is.

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Take the Sensory Price TEST - Harvard Business Review

HeavyHitter Sales

  The conversations salespeople have with prospective customers are quite complex. It is plastic construction that staples up to 30   sheets. My recent Harvard Business Review article titled “ Research: How Sensory Information Influences Price Decisions” was based upon a fascinating sales linguistics experiment.

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“I Need To Hire A Rainmaker!”

Partners in Excellence

It’s getting the customer to think differently through collaboratively constructing insight. This is done over a series of conversations, never just one. People who know there is no short cut, who revel in doing the work, and execute with precision. Related Posts: Do You Really Want To Sell? What Is High Performance?

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