| Updates from Marvin Montgomery |
| Sales Tip #456 From The Sales Doctor It’s Resistance, Not Rejection! When the customer says “I’m not interested” or “your prices are too high,” what do you really hear? That’s the question that I asked the sales team at Infinite, a Cleveland-based National Recruiting Agency run by Chief Operating Officer Matt Burns. Because what you hear will have a lot to do with how you respond or react. If you hear rejection, you may be stopped in your tracks and give up. However, if you hear resistance, you will be determined to (1) find out what’s keeping them from moving forward, (2) provide a solution, and (3) ultimately use it as an opportunity to close for commitment. Anticipate, Prepare and Practice how to respond to potential resistance. Don’t forget the Five P’s. Preparation and Practice Provide Peak Performance! |
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