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Objections

Newest Articles Date Posted

Cost of Ownership Part 2

The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic.

17/08/2012

Cost of Ownership Part 1

The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic.

16/08/2012

But the other salesperson said my trade was worth more

We have all run into the situation where a client has an unrealistic trade value in mind. What is even more frustrating is when they believe that it is reasonable because they got the figure from a competitor salesperson.

16/08/2012

Avoiding Sales Objections

We have all heard the sports phrase: “the best defense is a good offence”. It applies equally well when we think of some common objections we get when we ask for the business. Now we are not going to suggest that you adopt that pushy and aggressive tactic of ignoring or bypassing objections.

16/08/2012