Tag Archives: Alan Gordon

Qualifying Prospects, Part 3

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In parts 1 and 2 of this post, I shared with you videos from YouTube from leading sales experts on how to qualify prospects.

Below are a few more videos on the same topic –

Alan Gordon, author of The Big Book of Sales, says that in order to be a professional sales person you must be able to ask good needs development questions. If you can’t qualify the prospect, you will not be able to successfully move forward with the sales process.

Here is his video below –

Claude Whitacare, sales trainer and speaker, argues that you may experience a lot of no answers before you finally discover what a prospect is seeking.

Here is his video below –

 

How to handle Price Objections, Part 1

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One of the most common objections salespeople hear is about price.

How would you handle price objections? Below I’ve collected some YouTube videos from leading sales experts on how they would handle this objection. I will summarize each video, and in my last post on the topic, I will offer some of my own suggestions and key takeaways from the videos.

Victor Holman, from Lifecycle Performance, outlined 7 suggestions to help you. His suggestions are – Ask thought-provoking questions, discount, change the package, explain your value added, argue your case from the buyer’s perspective, reassure the buyer and deal with the objection later.

Here is his video on YouTube –

Alan Gordon, from the Big Book of Sales, has an excellent two-part series on how to handle price objections. He makes a very good argument that price objections are really buying signals from the client. The client has already made up his mind that he wants to buy the product or service. The real question is does he buy it from you or your competitor. He also argues that it’s the job of your clients to raise price objections and that you need to be prepared with different strategies on how to handle them.

Here are parts 1 and 2 of his videos –

Can you sell me this pen or pencil? Part 1

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One of the classic questions during an interview for a sales position is “can you sell me this pencil or pen? Frankly, I think this is a ridiculous question. I’ve never been asked this question in any of my previous interviews. However, recently the question has become more popular because of The Wolf of Wall Street movie. In two scenes in the movie, Jordan Belfort (played by Leonardo DiCaprio) asks the question.

As a result of the popularity of the movie, I suspect that more sales candidates will be asked this question too. How are you going to answer it?

Below are some videos from YouTube on how these sales and career experts would answer the question. I will include more videos in parts 2 and 3.

This is how Alan Gordon from “The Big Book of Sales” would answer the question –

This is how Graham Martin, the Recruitment Guy, would answer the question –

Sales Recruiter Peggy McKee explains how she would answer the question –