B2B Sales Tips – Discover Tiny Problems, Disclose Immense Demand
November 13th, 2009 by Levente Szfarli
B2B Sales Tips – Discover Tiny Problems, Disclose Immense Demand
“A problem well stated is a problem half solved.” Charles F. Kettering
With a few variations, 80 percent of the objections sales people hear are:
“It’s too expensive.” (I can’t afford it.)
“It’s not in the budget.”
“I don’t need it.”
These objections point to a problem with a single cause: [...]
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