Ask Justin Hitt Blog

When To Handle Objections

"Should I handle the objections during the time of the sales presentation OR ask for another appointment to answer the objections?" -- Harriet Mpora

When possible, handle common objections prior to your presentation in pre-sales materials, then again address in your presentation, and right before your close. Always seek to address objections before your prospect asks them -- but almost never in another appointment.

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Your logo has no selling power

Before your company changes its logo, read this very important message! On a live chat for Inside Strategic Relations subscribers, a reader asks:

If one's company is chaging Logo, doesn't that affect level of sales? And, how can one overcome this handle? -- Unknown (via Chat)

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Retaining Your Profitable Customers

"How can a company retain its profitable customers" -- Jasper

You are asking yourself a very important question for the growth of your sales, for the strength of your business. Retaining more of your profitable customers is more powerful than keeping just any customer. Here's how to get started:

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Measuring a Prospects Satisfaction with Existing Suppliers, So You Get the Sale

Selling professionals don't want to hear these shocking facts: (1) If your business was gone tomorrow your prospects would just find someone else. (2) More than 90% of customers don't like something about their existing providers. But you'll listen because ...

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Handling Sales Objections Easily

"What are some of the challenges or common objections faced by the sales person and what are the expectations from buyer?" -- Azlan

In a recent blog post I cover 6 common sales objections business-to-business sales people face almost daily. What you're really asking is "How do I overcome sales objections, meet the expectations of buyers, and get the sale?"

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Which Marketing Method Works Best

With all the chatter about the latest greatest marketing methods it's hard to know what really works for you. Bombarded by "new" approaches, how do you know where to put your marketing dollars?

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Bad Advice on B2B Lead Generation

My newsreader brought to my attention B2B lead generation advice from a popular publication, an expert proclaiming that cold calls followed up by email works. It seemed simple enough until he missed one critical point.

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