by Keith | Jul 12, 2024 | Career Development, Objection Handling, Sales Engineering
Many technical professionals hesitate to enter the sales field due to negative stereotypes associated with sales roles. This blog explores strategies to overcome this hesitation by focusing on education and empathy, transforming the sales process into a valuable...
by Keith | Mar 21, 2024 | Communication, Objection Handling, Sales Process, Technical Sales
Understanding the customer’s pain points is crucial in overcoming objections and succeeding in sales. By identifying the specific challenges and needs of customers, sales professionals can tailor their solutions to address these pain points effectively. Viewing...
by Keith | Mar 20, 2024 | Communication, Discovery, Objection Handling, Technical Sales
Honesty is a fundamental principle in objection handling. Being upfront and transparent with customers, even if it means walking away from a deal that isn’t the right fit, builds trust and ensures that both parties are working towards a common goal. Asking...
by Keith | Mar 18, 2024 | Communication, Objection Handling, Sales Engineering, Sales Process
Handling objections is a critical skill in the sales process. It’s not just about addressing concerns but understanding the underlying reasons behind them. When a customer raises an objection, it’s an opportunity to delve deeper and uncover the root cause....
