B2B Wise

Saturday, May 20, 2017

Friday, May 5, 2017

The 5 Most Common Objections During Prospecting and How to Overcome Them


The Top 5 Prospecting Objections

Here are the five most common objections prospectors face, along with some very simple approaches to responding to them.

1) The Brush-Off

What this sounds like: "Just send me some information."

This objection varies in intent depending on when it comes up in your call with a prospect. If it comes up before you have had the chance to deliver your value proposition and explain who you are and what you do, it’s very clearly a brush-off. If it comes afterward, but before you’ve had the chance to ask qualification questions, there may be interest, but the prospect isn’t yet willing to talk about it further. If it comes at the end of your call, after you’ve gone through both your value prop and qualification, the prospect may have decided this isn’t valuable somewhere along the way. No matter where it comes up in the call, it’s the SDR’s duty to uncover what is really going on: Do they not yet understand the value, or are they not ready for a buying conversation? Why not?

Monday, April 3, 2017

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3 QUESTIONS THAT GIVE LEGS TO YOUR DREAMS

“I’m living the dream,” is sarcasm. The only dream you’re living includes stinky sweat and purposeful perseverance.
"The only thing easy about big dreams is dreaming them."

3 myths about big dreams: