Rules of Persuasion Objection Prevention and Objection Handling in 2021

Learning to overcome objections is a critical part of the sales process. You have to respond in a way that alleviates the prospective buyer’s concerns and allows the deal to move forward. However, it is a winning strategy to prevent objection in the first place by giving the prospective buyer all the right reasons to buy before going for the close. The following selling basics will help you prevent objections in the first place or reduce their impact on the selling process.

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Why is Attention Management the New Time Management?

“Lost yesterday, somewhere between sunrise and sunset,

Two golden hours, each set with sixty diamond minutes.

No reward offered, for they are gone forever.”

I was first introduced to the concept of time management way back when there were few things to distract me and compete for my attention. Read the newspaper, daydream, or congregate around the good old water cooler or fountain, depending on what type of company you have worked for, to hook up to the office grapevine

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Prospecting in a Cluttered World And (Part 1 The 4 Universal Principles of Prospecting)

“The brutal fact is the number one reason for failure in sales is an empty pipeline, and the root cause of an empty pipeline is the failure to prospect.” ― Jeb Blount.

Prospecting has and will always be the most critical activity or discipline in sales—it what separates the superstars from the ones that are scraping by on second hand, hand-me-down leads.

Why do Sales Professionals need to prospect? When you break down the sales process, it is about offering the right solution to the right person at the right time.

Unfortunately, all these variables rarely line up on their own in the multiverse of sales, and that is why prospecting is crucial for your sales success.

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