Clayton has a post on his Salesopedia blog that references some recent survey results from their highly-visited site. One result jumps off the screen: What’s the toughest objection? Indifference …….. 64.7% Price …………….. 26.5% Timing …………… 8.8% Isn’t that the truth? We used to work for a sales trainer who always stressed that indifference is the worst outcome of a sales call. Salespeople know what to do with a yes (after writing that, I wondered if there are salespeople who don’t know what to do with a yes…), they know what to do with a no, but no one is certain of what to do with a maybe. As a… Read More
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