Comment

Comment by Mark Tewart on January 14, 2013 at 8:18am

Thanks for the comments and good points Bruce. Everyone has there own favorite techniques, word tracks and processes. The common thread is to be prepared. When you are prepared and competent you are more confident. Competence equals confidence and confidence sells. In the end, the customer is buying your confidence in the delivery even more than the actual word tracks. People end up buying people. Often, the better you become at your people and proactive sales skills the less closing and objection handling techniques you need. It's ironic that to become great at selling you must work on things you will eventually need less of at the top of your game. 

Thanks again for the good comments and observations.

Comment by Bruce LaVerdiere on January 13, 2013 at 3:05pm

3-M's! good job but I like a little shorter window like " do you think 3-5 days is long enough?" whatever they answer, its usually an overnight thing, but if it is a week or 2... then I say: no matter how long you take you will be faced with the same 3 questions, may I share them with you? Then I do the 3-M's and flush the true objection, But do the 3-M's ON PAPER, green pen! Visual aids are always more believable... Good job!