The Sales Fix

Strategies to Power Growth

Latest "Qualification & Objections" Posts

December 7, 2015

Coming This Week On Accelerate! with Andy Paul

Here’s what’s on tap this week on Accelerate! – the podcast with strategies to accelerate the growth of your business – four great experts providing valuable insights into important topics including how to develop mastery in your life and in your selling, how to use your voice to win more orders, how to effectively target […]

November 30, 2015

Coming this week on Accelerate! with Andy Paul

Here’s what’s on tap this week on Accelerate! – the podcast with growth strategies for your business – four great experts providing valuable insights into important topics including how to overcome your prospects addiction to the status quo, how to sell with the right content at the right time, how to create and tell stories […]

July 7, 2015

Are You Qualifying The Right Prospects?

When you’re qualifying new prospects, what’s the standard you use to determine if they’re an ideal fit for the product or service you’re selling? Is the prospect looking to buy a product or service that is generally like yours? Or, do they need exactly the value that your product or service can provide? Does the […]

May 26, 2015

Value-based Persistence: Turn Resistance Into Interest

Don’t Just Persist: Use Value-based Persistence Anyone who has ever sold for a living has encountered a situation like the following. After weeks of trying, you’re finally broke through and are talking for the first time to a buyer at a company who you feel you would be a perfect fit for your product or […]

May 7, 2015

Video Sales Tip: Two Tough Questions To Ask After “We’re Not Interested”

I am frequently asked by salespeople, “What should I do when people say they’re not interested?” To answer, I channel my first sales boss, Ray. He had the best, and simplest, answer to this question: “Go find someone who is. “ Click below to watch my video. I’ll help you figure out when to persist […]

May 4, 2015

Unclutter Your Sales Pipeline To Sell More

A big sales pipeline is not always a positive. One of the biggest drags on your personal sales productivity can be the size of your pipeline. The problem is that you have too many names on that list that aren’t really worthy of your valuable time and attention. You are spending too much of your […]

April 30, 2015

Bi-lateral Prospect Qualification: Buyers Are Not Qualified Until You Are

Who’s qualifying who? Prospect qualification is a two-way street. It’s not all about you and qualifying your prospect. The prospect will also qualify you. This bilateral qualification is a key milestone in your sales process because you don’t have a truly qualified prospect until they have qualified you, too. Qualification doesn’t just mean that the […]

April 3, 2015

Sales Tip Video: You Can’t Get A Price Objection From A Truly Qualified Prospect

Can you get a price objection from a truly qualified prospect? When a prospect tells you that your product is ‘too expensive,’ typically what they mean is that your product is just that, too expensive for their budget. It isn’t an objection. It is a fact. They just can’t afford what you are selling, even […]

January 20, 2015

Four Simple Rules of Price Qualification

I received an email advertising a webinar that was to be held on the subject of the “dreaded price objection.” The promise was that if I invested 50 minutes of my time I could learn how to find out “what people really mean when they say you’re too expensive.” Really? That doesn’t require a lot […]