by chris | May 18, 2011 | Sales Process
When your customer objects to what you are saying, don’t allow your body language to freeze up. It’s amazing how much your body language reveals about what you’re thinking. Professional buyers love to read body language. They do it as a...
by chris | Dec 8, 2010 | Sales Motivation, Sales Process
Each objection you hear allows you to raise your price. Many people believe an objection means a problem and a discount. Since I’ve always taken a contrarian approach to sales, I believe just the opposite. When the customer voices an objection, that...