End the overly cheerful act, stop asking leading questions
To quote late-night TV host David Letterman, “You know it’s time to update your sales process when:”
You and your sales team are still trying to overcome objections. When I started in sales 20 years ago, this was a basic selling skill taught to all salespeople. Put yourself in your prospect’s shoes and think about how this overcoming the objection thing looks and sounds to them: “The first objection is never the real one. Overcome the prospect’s objection three to seven times. Keep overcoming the objections until you get to a yes.”
It’s truly amazing that more salespeople have not been physically thrown out of prospects’ offices! Does sitting in front of a salesperson who is “overcoming your objections” really
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Let’s bring good mental health to the mainstream
Complacency is the death of the salesman
The short answer is