Objection! Sustained!

Buying signal

Are customer objections buying signals? A lot of sales training courses teach us that objections from customers are an indication that they are interested and that we should treat them as buying signals. We are then taught a range of objection handing techniques that will overcome the objections and lead us to the sale. But […]

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Eight Steps to Zero-Resistance Selling

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Maxwell Maltz’s Eight Steps to Zero-Resistance Selling When people use the term “Zero-Resistance” in relation to sales and selling they usually mean reducing the buyer’s resistance to produce a sale. However, the main obstacle to sales success is ourselves and the Zero-Resistance here refers to reducing our resistance to becoming successful, whether that is overcoming […]

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