Posts Tagged ‘Amp’

When closing a sale, sometimes it takes to.  No, I did not misspell that last word of the first sentence.  I really meant to write “t” “o”.  Those two letters are the initials for one of the most long-practiced sales techniques we know.  They stand for “Turn Over.”  The “T.O.” is used in sales environments where the salesperson has other salespersons or sales managers nearby when they are presenting to prospects.  This would usually be in a retail setting or perhaps a group sales presentation of some type.  The “T.O.” is the technique of “Turning Over” a prospect to another ...

Overcoming Objections: When do we do that?

As salespersons we know that occasionally (really more often that we like) we are going to get an Objection.  The question is, “When do we handle those objections.”  For many years professional salespersons have followed a practice of handling objections at four different times in the sales process.  Understanding exactly which objections should be handled at which places in the sales process is another of those great sales techniques. The four times to answer an objection are: (1) before it comes up, (2) immediately when ...