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Objection Handling 101: Embrace, Inform, & Question

definition of objection a pictured in a dictionary

Objections. Every sales person gets them whether they’re expecting them are not. There are knee jerk reactions that no matter what industry you’re selling into you’ll hear: “I don’t have time” “Send me an email” “I’m not interested” “We don’t have budget” “I don’t take sales calls” “I’m not involved with that” And of course: “We have a solution for that” If you’re following the…

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Reveneer Looks Back on 2018

Reveneer Team Holiday Group Photo

This month, Reveneer celebrated the end of 2018, another record year helping our customers transform how they sell.  Last year, we checked off several major milestones – more than doubling in size, being recognized as a best workplace by Inc. Magazine and Boston Globe, signing a lease on our huge new office, and becoming an employee-owned company. To recap our successful year, we held the first annual…

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If It’s Not in Your CRM, It Didn’t Happen

two male employees wearing headsets, seated at their computers facing each other

I’ll never forget the (brief) conversation I had with a prospect: “Are you kidding me?!” the prospect angrily exclaimed, “I told you two months ago we use your competitor. I also told you to call me back six months from now when we’re nearing renewal, but since you clearly don’t listen, take me off your list and do NOT call back” CLICK I was shocked. A…

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When Calling Outbound, Stop Asking for Permission!

man on laptop wearing earbuds

I see this advice frequently from sales trainers, seasoned cold callers, and LinkedIn posters: the first thing you should do when engaging your prospect over the phone, and after you introduce yourself, is to ask “Did I catch you at a bad time?“, or, stated in the positive, “Is this a good time to talk?“. Most common reason for this approach is that you must establish…

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Um, How to Like, Clean up Your Speech

People sitting around conference table

In my last post, I talked a lot about how your delivery is a huge difference maker when talking to a prospect. As sales people, one of the most important aspects of our delivery is clean speech. Clean speech is free of filler words such as “um”, “ah”, “like”, “you know”, “right”, and a few others. Take a minute to think back through your professional…

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Warm up Your Cold Calls

woman at workstation on headset

“Hi John, this is Chris from a company you’ve never heard of! I’m going to proceed to list about 8 different things that our company does that may or may not have anything to do with you!” If you’ve been in the business world long enough, I’m sure you’ve received a call or email almost identical to this. The life of a BDR can be…

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Say This and Increase Your Close Rate by as Much as 70%

Calendar pins

The session went well.  You walked your prospect through the demo, using it as a tool for discovery, asking open-ended questions along the way.  Objections were raised.  You handled them perfectly. Together you discovered a need, and your prospect validated that your product could fill that need.  You quickly covered pricing, and qualified for budget.  The prospect said to give them a call next week…

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