“Sorry, we don’t have a budget for that.” What do you do when you hear this well worn objection? First, don’t buy into this being an actual legitimate objection. Instead, go back to peeling the onion. Test the theory that it’s...
May 5, 2016 •
Joe Mechlinski
Overcoming Objections
Let’s talk about the process of overcoming objections, which we call “align and redirect.” First, we all know that objections are a part of sales. “No money, not the decision maker, wrong timing, have a similar solution, too...
May 5, 2016 •
Joe Mechlinski
Getting Past the Gatekeeper
How do you get past the gatekeeper? There are three basic rules. But before we get to those three rules, there’s something you must understand: who is the gatekeeper? Traditionally, the gatekeeper has been a secretary,...
May 5, 2016 •
Joe Mechlinski
Dangerous Demos
What is the danger of using demos, presentations and collateral? The danger is that most people use demos, presentations and collateral as a substitute for having a well thought-out and well executed sales strategy. PowerPoint...
May 5, 2016 •
Joe Mechlinski
B2B Gift Giving
“Said the Sales Coach to the sales-per-son… Do you KNOW what I KNOW?” As seen in this month’s EntreQuest sales training video, Sales Coach Jeremy Steinberg is wrapping up referrals for the people on his B2B gift list. When it...
May 5, 2016 •
Joe Mechlinski
Who Owns the Idea
So you are talking with a prospect experiencing significant pain. You know he needs what you are selling – but doesn’t know it yet. How do you get him to come to that decision? Should you tell him what he needs? Or should...
May 5, 2016 •
Joe Mechlinski
What's your EQ in 2009?
You have all heard it’s not what happens to you but how you react to what happens to you that makes you successful. If you buy into this, then you will probably also agree that economic cycles are inevitable. What’s not...
With all the noise and everything going on… they say what you FOCUS on you will find. Well if this is true, then let’s get your feedback: What is the hardest part of growing a business in 2009? Either pick one or make up your...
Pardon my ADD for a moment, but consider for a moment all of the moving parts of a business: marketing, sales, operations, finance, client retention, human resources. The list goes on to include technology, processes, products,...
