Tagged With "objection"

Good work...

Would the lower price be a bargain if the competition doesn't show up when the customer needs them?

That was a statement I made to our newbie rep today. We were discussing a potential order that he was looking for guidance to close.  I forget what he stated, but I chimed in with, don't be afraid to ask "why?"   adverb 1. for what? ...

It’s a rather daunting prospect: you, a telephone, a potential client and a thousand possible outcomes. Cold-calling is a nerve-racking experience. Everyone has his or her own, unique, style, but a number of common elements can help you to be persuasive and successful when speaking with potential clients. 1. Attitude One of the simplest ways to increase your effectiveness at generating new opportunities on the telephone is to be yourself and smile. You need to have confidence in your...

fell free to add additional terms. I'll start with two from a recent blog that I read.   RTO (Recovery Time Objective) RPO (Recovery Point Objective)   This blog also mention a neat financial calculator from DATTO.   brings customers to...

What a day, last 72 hours of the month, and we get hit with a killer snow storm in New Jersey.  What gives with the naming of winter storms? It's just more media hype right? I though I would write a little about what happened to one of our...

NORWALK, Conn. — May 25, 2016 — Despite the promise of inkjet technology, many print providers struggle with embracing it because of cost and other challenges. At drupa, Xerox plans to change all of that. “Xerox is disrupting inkjet. Come see what it looks like today and what it will do for our customers in the future,” explains Robert Stabler, senior VP and GM, Global Graphic Communications Business Group, Xerox. “We have two new platforms and a wide range of products designed to make...

It's early on day 3 of the Graph Expo show. I'm up and about early at the Hyatt Regency and I've made way to the pool grotto to enjoy the sunrise. Since I had covered most of the show floor on day one, day two was a chance to go back and gather additional information on some of those products that I found interesting. In addition there were some additional devices like the KIP Color wide formats, and the OCE Color wide formats that I wanted to get some additional data on to help me in my day...

As a salesperson, you probably spend a lot of time thinking about why prospects would decide to buy your product. And you should. Understanding what motivates a buyer’s purchasing decision is crucial to positioning your product correctly. But the opposite exercise is just as important. Putting yourself in your buyer’s shoes and running through all the reasons they would say “no” is invaluable for anticipating and mitigating objections. Where do you start? Every product and sales process is...

How to Overcome Pricing Objections Wait for the prospect to finish speaking. Pause for 3-5 seconds. Ask a question. Pose a follow-up question. Summarize their objection in 2-3 sentences. Clarify if you missed anything. Diffuse their concern. Click here to jump straight to the responses. Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want...

Common Sales Objections "It's too expensive." "There's no money." "We don't have any budget left." "I need to use this budget somewhere else." "I don't want to get stuck in a contract." "We're already working with another vendor." "I'm locked into a contract with a competitor." "I can get a cheaper version somewhere else." "I'm happy with your competitor." "Competitor X says [false statement about your product]." "I'm not authorized to sign off on this." "I can't sell this internally."...

Thought I would poll our peeps to find out what's the toughest with sales today

Just when you think you have something in the bag, along comes the objection. My objection came last Friday as I was preparing for the long weekend. My last stop of the day was to follow up (in person visit) for an objection that I received via email last week. That objection was "your price is too high". Okay, too high compared to what I thought. I felt like responding via email right away, however, I opted for the visit because you just can't get everything you need with a constant barrage...

BOULDER, Colo. , Nov. 20, 2017 /PRNewswire/ -- Aleph Objects, makers of the award-winning LulzBot 3D Desktop Printers , has selected Made , a marketing agency specializing in brand transformation, to develop an overarching brand strategy and creative campaign that highlights the untapped potential of 3D printers. 3D printers are used to great extent in prototyping, education, research, and final-stage manufacturing. But for mainstream consumers, excitement around 3D desktop printing has...

At one point recently we were able to offer a 9% buyout but able to use DMV Rates with Everbank but for whatever reason they discontinued the program. It was great for non profits.

Nice reminders. Have a great day.

The Step Lease is great for those times when a prospect needs to upgrade to something bigger, better, faster but the budget is set for the balance of the current fiscal year. "If I can get you the better equipment now without going over budget, would you be interested?" Also good for those accounts that wish to go with a shorter term than they have done in the past but current budget won't cover the higher payment. Another option that is more common than those previously listed but...

Useful solution. Thanks for the reminder.

The annual lease is also great for municipalities. Nice article!!

SAN ANGELO, Texas , Sept. 29, 2020 /PRNewswire-PRWeb/ -- MSP Verify Program offers vendor agnostic certification for Cloud and Managed Services Practitioners Worldwide; Provides Quality Assurance, and Stamp of Reliability for Current, Potential Customers CalTech today announced that it has successfully completed the MSPAlliance's MSP Verify Program (MSPCV) certification and SOC 2 Type X. The MSPCV is based on the 10 control objectives of the Unified Certification Standard for Cloud &...

In yesterdays blog I made mention of the demons that continue to plague me even after forty years of selling. One of the those demons is calling net new clients on the phone. It's something I wrestle with all of the time. What's funny is that it wasn't always like that. At one point in time I was a flat out a cold calling machine with scheduling appointments. I believe I'm still pretty good but I know I'm rusty. I'm so rusty that when the DM does pick up the call I find myself struggling...

Leading Managed Services Provider Offers Ransomware Protection-as-a-Service Based on Cloudian-Veeam Solution SAN MATEO, Calif., April 22, 2021 (GLOBE NEWSWIRE) -- Cloudian® today announced that Calligo , a leading end-to-end managed data services provider, has introduced a new Ransomware Protection-as-a-Service offering based on a Cloudian-Veeam data protection solution. The Cloudian-Veeam solution supports S3 Object Lock, enabling users to make backup data copies immutable and, therefore,...

SAN ANGELO, Texas , Oct. 4, 2021 /PRNewswire-PRWeb/ -- CalTech today announced that it has successfully completed the MSPAlliance's MSP Verify Program (MSPCV) certification and SOC 2 Type 2. The MSPCV is based on the 10 control objectives of the Unified Certification Standard for Cloud & MSPs (UCS) and is the oldest certification program for cloud computing and managed services providers. CalTech's SOC 2 Type 2 audit was based on the UCS as well as the Trust Services Criteria for...