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Aligning Customer Objections to the Buying Process

SBI Growth

One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. For instance, in a recent blog I wrote about improving customer insights with micro questions. Understanding Customer Objections.

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How Can I Get Testimonials From My Small Business Customers?

BuzzBoard

Testimonials aren’t mere expressions of customer satisfaction – they’re powerful tools asserting a local business’s credibility and quality, enabling a connection of trust and community. Inspire your customers to share their experiences online by launching a successful social media campaign based on testimonials.

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How to Talk with Customers during Coronavirus Fears

Alice Heiman

As sales leaders make any necessary adjustments to their team’s daily routines with health and safety in mind, it’s also a good idea to consider how coronavirus will influence sales conversations with customers. Call Customers Now to Discuss Coronavirus Concerns. And we don’t want that for our customers, either.

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Sales Process for the Anti-Sales Process Crowd

Understanding the Sales Force

Construction: A formal, staged, milestone-centric, buyer-focused sequence of events. Generic sales processes can work but custom sales processes work even better. Purpose: A framework for consistent, predictable, repeatable results. Keys to Success: All best-practices milestones must be included and properly sequenced.

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Adaptive Fluency

Partners in Excellence

But our conversations are a disaster if we are reading from different scripts, or if all parties don’t have the same script or objectives. And, as a result, we fail to achieve our objectives. This requires deeper understanding of the customer—not only their business, but them as human beings.

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Convince IT Management that Modernizing Your Customer Communications System Is a Top Priority

Cincom Smart Selling

For many insurers, the approach toward IT budget construction and the measurement of IT value remains rooted in a traditional approach of centrally planned budgets and top-down portfolio metrics that can mask where IT value is really being delivered. Customer communication solutions can have a significant impact on key business outcomes.

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3 Coaching Tips to Help Reps Overcome Sales Objections

Allego

Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. Salespeople dread dealing with tough customer objections. Do certain customers think they don’t need it?