One of the most difficult parts of a salesperson’s job is answering those pesky objections. Whether it’s real objections like time or money or whether it’s the “blowoff” objections like, “I want to think about it.” or, “I have to talk to someone.” or, “I’m getting 2 more bids,” we’ve all gotten them, and…Details
Yes, we made it! This is Red Cap Sales Coaching’s birthday!! We’re 5 years old today. I have some observations that may be applicable to the rest of you terrific entrepreneurs, who are in the early stages of building your businesses. Building a business isn’t for sissies. It’s taken a lot of money, a ton…Details
A good sales conversation is almost all about asking high-yielding, open-ended questions. Why, you may ask? Building rapport is accomplished by asking questions and finding common ground. Establishing a verbal contract means asking three more questions. To determine what the other person wants and needs requires LOTS of questions. I suggest you develop at least…Details
“Do the thing you fear, and the death of fear is certain!” – Mark Twain. In this video, Hugh talks about how to kill the fear you experience around sales activities like making phone calls and asking for the sale.
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