How much practice is needed to master a complex skill?
How much practice is needed to master a complex skill? Most managers that green-light training want participants to learn ...
The future of training: Get ready to enter the holodeck
The future of training: Get ready to enter the holodeck In my last post I shared how we are using ...
Using Skype to break down barriers of distance, time, money, and language.
Using Skype to break down barriers of distance, time, money, and language. As I closed my Skype call with a ...
Calming yourself in stressful situations like objections
Calming yourself in stressful situations like objections You have a better chance of successfully overcoming objections if you stay calm ...
Recognising anxiety when facing stressful situations like objections
Recognising anxiety when facing stressful situations like objections Your heart rate increases. Your breathing gets faster. You feel and see ...
Questions to ask to prepare for objection handling
Questions to ask to prepare for objection handling In my last post, I wrote the most important things one ...
Objection Handling: The five things you need to know
Objection Handling: The five things you need to know Most people imagine that the most important things they need ...
Prepare to handle objections well before prospects raise them
Prepare to handle objections well before prospects raise them When I ask people how might overcome a price ...
The Difference between Emotional and Rational Objections
The main difference with the objections above are is where the objection is rooted. Emotional objections are rooted in a lack of excitement or emotional urgency. Rational objections, on the other hand, are rooted in a rational preference of one option (“someone else”) over you.
The Difference between Questions, Objections and Smokescreens
The Difference between Questions, Objections and Smokescreens One of the most challenging aspects of selling, and sales training, is ...
