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- Your Best Response to Three Common Objections
- Your Best Response to Three Common ObjectionsRE: Your Best Response to Three Common ObjectionsQUOTE: The new generation of sales gurus apply those original silver bullets to selling to today's buyersYeah, they're standing on the shoulders of giants, and those three Tom, Brian and Zig are definitely three of the biggest.By...
- Discussion threads 2008-09-04
Additional Resources
- Your Best Response to Three Common Objections
- Until you hear an objection, you're not even close to making a sale. When people want something there's a natural response to come up with a reason why they can't have it. Therefore, the appearance of an objection is usually the first sign that you're going to make...
- Blog posts 2008-09-04
- Three Common Sales Objections Revisited
- Last week, in "Your Best Response to Three Common Objections," I gave Tom Hopkin's responses to three very common sales objections. That post spawned a detailed criticism of Tom's responses, with alternative responses, from a sales professional with the handle Susiepoohbie. In a...
- Blog posts 2008-09-10
- How to Overcome the Classic Objections: First Contact
- This article will explore the most common objections at the initial contact phase. It states that gaining candidate interest by being vague, and then straight away asking the candidate to give you a quick profile of his or her background. Recruiters must stay in control and make the decision if...
- White papers 2003-02-07
- Listening Through Objections To Your MLM Offer
- "This sounds like one of those pyramid schemes.". How many times have you heard this objection? And how many times have you responded with, "Well, it is a network marketing company, but it's certainly not an illegal business," or, "Yes, but our company is different...?". How many hours do you...
- White papers 2003-01-01
- Three Common Sales Objections Revisited
- Three Common Sales Objections RevisitedRE: Three Common Sales Objections RevisitedAfter having read through them for the 3rd time, I agree that Tom's responses are a true template to be used to formulate a higher level reponse, not to mention that fact that they just "feel" more perfessional. Though I...
- Discussion threads 2008-09-10
- A Reader Dings My Advice... You Vote
- A reader with the handle "Susiepoobie" recently questioned my use of Tom Hopkins' answers in my post "Your Best Response to Three Common Objections."Â She also provided some alternative responses that she felt would work better than Tom's. Since Tom Hopkins is pretty much the...
- Blog posts 2008-09-08
- Common Phrases that Scuttle Sales
- Common Phrases that Scuttle SalesRE: Common Phrases that Scuttle SalesI agree in the most part with what you state. However, the question eliciting agreement is an exception, in my opinion. The whole focus in establishing and expanding a relationship is to do with establishing and expanding agreement. Common viewpoints are...
- Discussion threads 2007-09-20
- EPA Final Ruling on Clean Water Act Is Seen As "Contrary to Common Sense".(Brief Article)(Statistical Data Included)
- DEFYING CONGRESS and ignoring strenuous objections by the chemical industry and other business groups, Environmental Protection Agency EPA issued a final rule last week that for the first time regulates nonpoint sources of water pollution, such a DEFYING CONGRESS and ignoring strenuous objections by...
- Research articles 2000-07-17
- Confusion over public disclosure of CAP subsidy data.(Ambiguity over responsibilities)(Common Agricultural Policy )
- EU diplomats agreed on Thursday evening to break with tradition and to reveal to the outside world who receives what from the Common Agricultural Policy CAP. Ambassadors dropped their objections to making public how much individual farmers and food companies receive from the EU...
- Research articles 2006-10-20
- Myths of Psychological Testing for Candidate Selection
- There are certain HR Professional and Business executives who choose not to use pre-employment psychological testing in their hiring processes cite a number of reasons for their decisions. Four of the most common objections we hear are based on myth instead of reality. These are 1) "we'll be sued;" 2)...
- White papers 2002-01-01
- Do You Make These 10 Common Sales Training Mistakes?
- Generally the most valuable lessons of successful sales and sales training are the ones that the biggest mistakes sales people make... mistakes that turn off prospects, and stop most sales people cold. This article is a powerful tool and you should begin closing more, and earning more, as soon as...
- White papers 2003-01-01
- An Introduction to Personas and How to Create Them
- Before embarking on any intranet or website design project, it is important to understand the needs of the users. It is then possible to identify the features and functionality that will make the intranet or website a success, and how the design can support users with different goals and levels...
- White papers 2004-03-01
- Three Things Every Sales Pro Must Have
- Today's morning post, "Your Best Response to Three Common Objections" provided some advice from the great Tom Hopkins. While I was searching up his bio, I ran across this clip where Tom points out three oft-forgotten truisms about sales. It's a short clip and it ends abruptly, but...
- Blog posts 2008-09-04
- How to Overcome 4 Common Objections
- Yesterday morning's post "7 Steps to the Perfect Cold Call" had a cold-calling recipe. As I briefly explained in that post, Andrea is all about getting the appointment. As such, she recommends asking for the appointment whenever you get an objection. Here are some examples that...
- Blog posts 2009-01-20
- Poll: Is Cold Calling Really Worth It?
- The previous three posts ("7 Steps to a Perfect Cold Call", "Videos: Top 10 Cold Call Mistakes", and "How to Overcome 4 Common Objections") address the mainstream approach to cold calling. However, there are some experts who don't think cold calling is worth the effort. To provide...
- Blog posts 2009-01-20
- Aloetouch IC
- Aloetouch IC combines the features of the Aloetouch Ultra stretch vinyl glove, with a new inner coating that makes the gloves easy to don when hands are damp. The Aloetouch IC, a durable, comfortable glove, coated with aloe to soothe the skin, eliminates one of the most common objections to...
- Research articles 2007-04-01
- Rebutting Rockefeller: the chairman of the Earth Charter drafting committee takes issue with this magazine's expose, "The New World Religion." The facts show that his objections are not sustainable
- Professor Steven C. Rockefeller has objected to my critique of the Earth Charter, "The New World Religion," in the September 23rd issue of THE NEW AMERICAN. (See his full letter on page 3). The article, he says, "contains some misunderstandings" about the Earth Charter Initiative which he then purports to...
- Research articles 2002-11-04
- 7 Steps to a Perfect Cold Call
- A reader writes: Will you share strategies that work best when breaking the ice with new prospects over the phone? I have to make some 20-30 calls within a 2 hour period and most clients are rushed and hurried and I find myself racing to...
- Blog posts 2009-01-19
- Two cheers for Google Books
- Editors' note: This is a guest column. See Larry Downes' bio below.A month and a half after Google and the leading trade associations for publishers and authors withdrew their proposed settlement over Google Books, the parties on Friday filed a new version of the agreement.The hope is that this new...
- News items 2009-11-16
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