Every salesperson runs into stalls and objections from customers. Every sales-training company teaches methods for handling them.
Everyone who has spent much time in a sales role has heard plenty of stalls and plenty of objections. Every sales training course you’re likely to encounter offers advice about how to overcome them. The trouble is, almost all of that advice is wrong.
A great example of an organization that fully understands the importance of “opening a sale” before you try to gain someone’s commitment is Cincinnati Children’s Hospital. The hospital also has what I’d call a very non-traditional sales organization.
Quiktron Inc. of Albania, Iowa, sells cable-connectivity solutions to the datacomm and telecommunications industries throughout North America