7 Ways to Cut Loose Old Sales Thinking
objections, challenge and/or counter them. Vs When prospects offer objections, validate them and reopen the conversation.
7. If prospects challenge the value of your product or service, defend yourself and explain its value. Vs Never defend yourself or what you have to offer. This only creates more sales pressure.
Let’s take a closer look at these concepts so you can begin to open up your current sales thinking and become more effective in your selling efforts.
1. Stop the sales pitch. Start a conversation.
When you call someone, never start out with a mini-presentation about yourself, your company, and what you have to offer.
Instead, start with a conversational phrase that focuses on a specific problem that your product or service solves. For example, you might say, “I’m just
