Book Release, January 2025
Session 6: The Process of Discovery
The secret is to recognize and adapt to different personalities so you can relate to your prospective buyers. When it comes to selling, there is no “one size fits all” approach. By tailoring your actions to your prospect’s personality, you will increase your chances of success.
Session 7: Overcoming Objections
“We Don’t Pitch! Remember, that’s not what we do. Why? Because pitching is not ‘Solution Sales’ and professional sales people don’t pitch. Baseball Pitchers pitch the ball with the goal of striking out the batter. Jack, are you trying to strike out your prospect?”
Session 8: Overcoming Objections
The most important thing to realize is that objections are a natural part of the sales process, not a reflection on your selling skills. If fact, an objection is the training ground on which you will perfect your sales journey. Every time you address an objection, you’ll be better prepared the next time.