Our webinar yesterday was a huge success with record-breaking attendees. Everyone is hot on this topic and salespeople are eager to learn new ways to prospect and counter on emails these days. Our panelists were inspiring, creative and very brave. Edward Wu from Secure Computing and Peter Norris from Acteva proved that NO doesn’t always mean NO and going the extra mile definitely pays off. We all seemed to agree on the following rebuttal strategies:
1. Listen and look for fuzzy words that may be misleading and don’t make sense
2. Respond immediately by taking advantage of the mind share that happens within seconds of sending the email
3. Ask lots of questions to better quality where the objection is coming from and continue peeling the layers
4. Determine if they are a decision-maker or if you have a No-Po on your hands
5. Don’t get defensive, stay professional
Ask me to send you our ComeBack Pack-a must-have for anyone in sales.
Sam Parker, one of the founders of JustSell which is one of my favorite sales resources just put out the coolest video titled 212 degrees. You’ve got to check it out and I’ll leave you with my favorite phrase from the video: You are responsible for your results…it’s time to turn up the heat….with awareness comes responsibility.
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