Sales Techniques and Strategy

Scared to Close the Sale?

In my last ramblings we looked at overcoming the “no hurry/no desire to change from the current supplier or serviced provider” obstacle. Today we will look at the key reasons salespeople don’t ask for the business. In fact surveys conducted with the fortune 500 in the States showed that 62% of presentations finish without

Show Me The Money

We have looked at the different type of buyers you are likely to encounter and more importantly their specific needs you will have to address with your solution with each type of buyer. The next of the big five obstacles is “No Money”. Unfortunately for many of us in sales the majority of prospects

Every Sale Has Five Basic Obstacles

In my last article we finished with a statement from Zig Zigler which stated – “Every sale has five basic obstacles – No Need, No Money, No Hurry, No desire, No Trust” Traditionally trainers spent a lot of time in showing tricky ways to overcome these obstacles/objections.  The issue of course is when you