Category Archives: Entry and Warm Up

Initial Resitance: I Only Have 30 Minutes

Does this sound familiar… Your prospect has agreed to an appointment, you arrive on time, take a seat, and then he tells you: “I only have 30 minutes for our meeting.” I’m sure this has happened to you before, and I’m also sure that it will continue to happen for as long as you participate in the profession of selling. How you response to this initial objection will likely define your success or failure in making the sale, so you better know how to handle it.

What ‘We’re Not Buying Today’ Really Means?

We're not buying today

Could it be that “We’re not buying today” really means something very different that we are not understanding? Something that if we did understand would help us to respond to what they really mean rather than to what they are saying and in doing so help us help them to own our product? Yes it does, and here is what that is.

Why your Dentist is named Dennis, not James

Why your dentist in named dennis and not bob

James is the most popular name for males in the United States accounting for over 4.8 million individuals. Dennis happens to be the 40th most popular, given to just over 600 thousand. If that is the case, why is your dentist more likely to be named Dennis than James? More importantly, how is that relevant to the profession of selling?