How to Deal With the Price Objection

Its only relative to …the cost of a carer. I was watching a TV programme last night on robots and how they can now look after the elderly and infirm people in their own homes. The Japanese are making wonderful strides in this technology as its population ages. However, they cost thousands of pounds to buy or lease. “Blimey” I thought, “they’re expensive” Until you compare them with the cost of a nursing home over a 10 years period – also thousands of pounds. Then the robot seemed like a…

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Are You Selling Change?

I’ve sold many a product and service in my time and in the last 15 years, have been coaching sales teams to sell all sorts. The art of selling has changed tremendously in those years, and we often talk about the customer being in control, social selling and procurement teams driving down the price. But there an even seismic change. In many instances we are no longer selling products or services to consumers or businesses. We’re now selling change. In his new book, Selling Change, Brett Clay calls salespeople change…

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KAV Opening Rules OK

KAV, what’s that? It’s a rule for opening any presentation or training session that you’re doing. We all know how important it is to get onto a great start, to engage the audience, to compel them to want to listen further. Here’s how. KAV – kinaesthetic, auditory and visual – in that order. Start off something that has feeling, emotion, humour – that’s the kinesthetic or Kino start. Use a story that explains who you are. I have a couple of favourites I use that really show who I am,…

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