Archive for February, 2009
Categories Of Buyer Resistence
Friday, February 27th, 2009Leslie’s Guest Sales Expert Spot
It is not enough to know whether people are for or against you and your ideas and proposals. The people you want to influence can be divided into nine categories
Those who:
• Covertly disagree
• Openly disagree
• Comply – reluctantly
• Remain undecided
• Have insufficient information
• Are not able to see a need
• Need to think it over
• Consider it the wrong [...]
Why Buyers Resist & Object
Wednesday, February 25th, 2009Leslie’s Guest Sales Expert Spot
To handle resistance to your ideas and influence, you will first need to pinpoint exactly why there is an objection. Typically, people object or resist because they:
• Don’t fully understand your proposal
• Misunderstand it
• Don’t feel a need to go ahead
• Don’t recognise the benefits and advantages
• Don’t believe your claims
• Are happy to remain as they [...]
There’s Nothing Like This!
Friday, February 13th, 2009I need to interrupt your day for a minute with an important update! An update on TSE 2.0!
You’ll want to listen in on this quick 5 minute audio from my friend and colleague Jonathan Farrington, the
Chairman of The Sales Corporation
Listen here
Best,
Leslie Buterin (like butterin’ bread)
Run Don’t Walk!
Tuesday, February 10th, 2009Today, the doors open – on an offer that has the potential to save you thousands of dollars, increase your sales exponentially, and perhaps best of all give you peace of mind in the midst of a downward spiraling economy, massive budget cuts and increased sales quotas!
At noon PST … maybe even a bit before run, don’t [...]
Tomorrow’s BOLO!
Monday, February 9th, 2009Be On the Look Out (BOLO) for a message from me in your Inbox - or on this blog first thing tomorrow morning.
If you do not see an email from me – check your spam filter; leave a message on the left side of the blog or “reply” to this message immediately—so I can get the information [...]
We’re Coming … Are You Ready?
Saturday, February 7th, 2009I need to interrupt your day for a minute with this important update!
You have heard me mention my affiliation with Top Sales Experts (TSE)… a group of fantastic professionals!
I am delighted to report that Tuesday, February 10 is the Launch date for TSE 2.0.
Mark it on your calendar!
What is the TSE 2.0 Launch all about?
Well, I [...]
Cold Calling: What to Say so They Don’t Hang Up!
Tuesday, February 3rd, 2009Question:
What do I say to keep prospects from hanging up seconds after they pick up the phone?
Jeon
Answer:
Thanks for asking this question Jeon - many are reading this who run into the same problem.
Knowing what to say (having a killer USP) is as important as knowing what not to say. Here are a several phrases that [...]
Cold Calling & Finding THE Decision Maker
Sunday, February 1st, 2009Question:
How do you find the right decision maker to begin with?
John
Answer:
This answer to this question is one I really should post once a quarter. Thanks John for asking!
I am a big proponent of Top Down cold calling. Which means my first cold call is ALWAYS to the top decision maker — the President of the prospect [...]