Author: GAWDA MEDIA

By Kelly Wirges Objections are a delicate part of the sales process. It’s vital that salespersons not attempt to “overcome” objections on the spot, and instead address them carefully and professionally. I advise salespersons to continue through the sales process when objections arise, carefully addressing them using a process and tactics that I call a “1-2-3, Bridge, Pivot and Advance” technique. First, the best way to avoid resistance is to anticipate and prepare for objections. Salespeople should practice addressing objections before meeting clients. If objections do arise, a prepared salesperson is ready to concentrate on listening to the prospect rather…

by Ryan Dorhn The key to your success in the world of sales is increasing the number of meetings you are granted by prospective clients. Developing an effective prospecting process can be the difference between life and death in your sales career. For me, the goal of prospecting is not to sell anything; I am just hoping to meet with a client via phone or in person for 20 minutes. That’s why my goal in prospecting is simply getting to a meeting. Period. If you are selling during the prospecting phase, you will greatly reduce your success. Over 25 years…

By John Favalo Hard-nosed or soft-hearted? Which is the business-to-business buyer when it comes to brand loyalty? And, how do distributors factor in the brand loyalty equation?  I’m in the advertising business, and have been for more than 40 years. I’ve spent a lot of those years building brands. After all that time, you’d think questions like these wouldn’t get air time today: Are brands really important to grizzled B2B buyers? Is building brand preference worth the investment? Should distributors play a key role in building the brands they carry or should they work on building their own businesses’ brands?…