Virtual Reality and the Future of Communications

Facebook has just spent $2 Billion on Oculus, Google is backing a secretive new company called Magic Leap and Microsoft has developed an impressive new system called HoloLens. And what are they all producing? Virtual Reality devices so users can immerse themselves in a virtual world. A big failure in the 1990’s but now seems ready to revolutionise all aspects of human interaction. Maybe a few years’ away once the cost comes down but the implications for sales and sales coaching are immense, a real game changer. And time for…

Read More

Provocative objection handling

Handling customer reservations does rather smack of 1990s selling techniques. I prefer to deal with the problems and issues earlier on rather than at the end. This technique works whether you’re selling a product or an idea. You probably know what the issues are going to be, so raise them early and deal with them then. But occasionally a lingering problem might rear its head once you’ve asked for the order or proposed your idea to the customer. If so, try provocative objection handling, it might just work. Let me…

Read More