How to Handle the Mystery Objection

Whoa! You’ve done everything right, you’re cruising toward a major sale, you think it’s in the bag. Then, suddenly, for no reason that seems to make much sense, the customer balks and the deal goes up in smoke. What just happened? When salespeople...

Sales Training in Action: Handling the Mystery Objection

Ken Prenger is general manager of the Prenger Implement Store Inc., an AGCO farm-equipment dealer in Minster, Ohio. He sells tractors that can cost $250,000 or more. On a flight returning from an Action Selling sales training seminar in another state, Prenger...

How to Steal a Loyal Customer

What can you do when a prospect says, “Thanks, but we have a strong relationship with another supplier and feel that we owe them our business”? I love that question because it goes straight to the heart of what a truly great sales training program needs to...