“Tell me now, I can handle it.” These are the words spoken from someone who has waited so long to hear the words “yes you got it” or “no I’m sorry.” Its’s a part of life whether you remember your college application process like some high school graduates this year or you waited 8 months [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Handling Objections’ Category
When you can’t stand being next to…
My spin on the E.D. (Economic Downturn) is on how it impacts human behavior. Unfortunately, we’ve heard of too many stories lately where someone gets laid off, decides to shoot their entire family before shooting themselves. I’m not suggesting this is a solution to stress but it’s a fact that during uncertain economic times, anxiety [...]
What is your Why?
This economy has affected every choice we make on a daily basis. From the jobs we have to the friendships we maintain to what we have for dinner. We are living through times of heightened awareness of our surroundings and our values are challenged each day. It’s a good thing because it forces us to [...]
The Future of Sales Training
Don’t worry, I’m not shelving my dry erase markers and white board just yet but have definitely noticed in my prospecting efforts when introducing my company as an inside sales training company, the silence on the line. As if I were selling luxury cars or asking them to book their next President’s Club in Bali. How will [...]
What I learned from playing with Barbies
Growing up in Italy, my first taste of Americana was having a Barbie doll. My sister and I played Barbies for hours in our little apartment. All of Barbies’s friends and family were there: Midge, Ken, Ricky and Skipper. And all the clothes, the cars, houses and stories. The storyline was always the same- Barbie in [...]
Looking for budget in all the wrong places
I got some great news today- I’ve been selected as the premier vendor on a large global inside sales training initiative. One tiny problem…they haven’t figured out how they are going to fund it. At first I was convinced I have been hanging out with the No-Po and that my efforts had been a waste [...]
Slump to Pump- 50 Tactics for Selling through a Downturn
1. Pump up your power—and be aggressive. 2. Master your tools. 3. Increase sales to existing customers. 4. Create a low-priced easy entry solution. 5. Talk value instead of price. 6. Upgrade your digital footprint. 7. Keep your eye on the competition. 8. Step up promotional efforts. 9. Build a strategic and tactical territory plan. 10. Explore new [...]
Are you the last one standing?
I always make fun of my friend Stu who has never been great at finding a new job. He is the type that hangs on for dear life when he is employed- you know that type? They are the last ones standing even after the movers have come in to pick up the fax machines and file cabinets. I [...]
Don’t let yourself get gobbled up
It’s no surprise that more competition surfaces during challenging times- but why do they all have to look so desparate? They are pathetic- they pop out of nowhere, making claims and false promises they can never deliver on. Your prospects have more choices today with products and solutions but these choices just serve as noise [...]
People do the darndest things during a recession
I’ve been consumed with every recession-related article I can find. Mostly in terms of how it affects human behavior and what people do when pulled to the extreme. I’m not that interested in learning when this recession started or when it is projected to end or what we have lost so far and how much [...]
