It's your responsibility to qualify out any economy, price, or budget objections on the front end of the call so that these objections don't come up during the close. If you're still getting these objections later on, it means you didn't "disqualify" out the non-buyers - which are what you're dealing with when you get this objection. The bottom line is that it's up to you to eliminate any budget objections BEFORE you get into the closing arena.

Do the best sales people all sell the same way? A number of years ago, a professional association attempted to answer that question. They studied superstar sales people from a wide variety of industries and concluded: Yes! As the best have taught us, there is a path to sales mastery, and it travels through excellent execution of the essentials.

In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins and make more sales through referrals. The 'series of steps' are customer-centric and help the sales force of a company to retain customers and increase sales volume as well as revenues. The 'series of steps' are systematic and not haphazard. Random acts produce random and uncertain results. In sales, random acts can be used occasionally, but a systematic and well-defined best practices approach can assure predictable results.

That idea of a "professional sales force" gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing? There are a number of misconceptions about the attributes of a professional sales person that center around the externals of a sales person's situation.

One problem I keep hearing about from my Ezine topic request is how to get a prospect/customer to tell you what's really going on. Many of you wrote that after multiple calls, messages, etc, when you do get them on the phone all you get are vague answers. If this has ever happened to you, then here's how to deal with it:

The best salespeople understand that before you can close the sale, you must open it. "Opening" means using well designed and delivered questions to thoroughly uncover as many aspects of the buying decision as possible. All of these "opening" questions pave the way for you by further revealing the prospect's situation, motivations, interests and processes.

Outbound Lead Generation has always been inclined telephonic conversations. If one keeps in mind these mentioned techniques it will not only help one get positive responses but it will also keep you motivated.

Memorizing four page presentations, repetitively practicing them and then critiquing the video recording may seem like overkill to us today. But it taught me the value of preparation for presentations. But, in head to head competition, I got 28 of 29 major deals. Maybe it was the preparation?

In tandem with today's pace and mindset, speed selling has caught up with the imagination of buyers and sellers. Speed selling is a selling event or sales training process where a seller typically spends less time with each prospective buyer and moves on to the next buyer quickly until he finally makes a sale.

As business owners, we get into business with the best of intentions and a passion for what we want to do to earn a living and then we are faced with the reality that we must have sales in order to ring our registers and put food on our tables.