Tag - handling objections


Converting Leads to Closed Deals

Salesforce.com released interesting data on the quality of leads and how fast they convert to deals. The data shows that leads coming from referrals have the shortest sales cycle and the highest percentage to close. Social media referrals/leads came in 2nd. Surprisingly, leads coming from tradeshow events and marketing and advertising were low on the …


How to Reduce Objections- Focus on Building Trust

Reducing Objections Through Building Trust Howard Stevens writes in the book Achieve Sales Excellence that there are 4 key criteria buyers use when deciding to make a buying decision and the percentage weight given in that buying decision. Those are: 1) Sales Rep’s Competence – the ability to build trust and add value – 39% of the …


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