Sales Advice

How do I prepare for a sales meeting?

• Who will be party to the negotiation? (Is any decision maker absent from the table? If so, how will the negotiation proceed?)
• What information needs to be exchanged?
• What are each party's objectives?
• What are the potential areas of conflict?
• How will I get past apparent conflicts and resolve the real conflicts?
• What win/win solutions are possible?
• Click here for a printable form.

How do I handle objections?

• LISTEN
• EMPATHISE / SYMPATHISE
• CLARIFY / QUESTION
• OVERCOME / CLOSE
• MOVE ON!

There are lots of clichés stating that objections are simply requests for information etc. They may be; whatever they are, they need to be handled!

Find Out What They Want
"Send me some literature" can be a legitimate request, or a stall to get rid of you. Try this response: "I will. What specifically would you like to see?" This can be a major door-opener, will help determine if the person is sincere, and give you an idea of their interest level. If they can't describe what they're looking for, it's apparent they don't have a desire to see anything. If they mention specifics, you might be able to answer their requests by phone. Either way, you have a better idea of where you stand with them.

• CV Advice

• Interview Advice

• Closing

• How do I do a Presentation?

• 10 Ways to Increase Your Sales