Comments on: How to Overcome the Infamous ‘Due Diligence’ Excuse in Sales http://www.thesaleslion.com/how-to-overcome-the-infamous-due-diligence-excuse-in-sales/ Awesome Inbound Marketing, Blogging, Small Business, and Life Success Tips Sun, 05 Feb 2012 09:09:36 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Daniel M. Wood http://www.thesaleslion.com/how-to-overcome-the-infamous-due-diligence-excuse-in-sales/comment-page-1/#comment-1830 Daniel M. Wood Thu, 22 Jul 2010 17:50:51 +0000 http://www.thesaleslion.com/?p=1048#comment-1830 That is sadly the weakness of many companies, they can do either one or the other. You are doing a tremendous work here Marcus, both with your company and this blog :) .-= Daniel M. Wood´s last blog ..<a href="http://lookingtobusiness.com/sales-personality-core-values/good-cop-bad-cop-a-salesman%E2%80%99s-schizophrenia" rel="nofollow">Good Cop- Bad Cop a Salesman’s Schizophrenia</a> =-. That is sadly the weakness of many companies, they can do either one or the other. You are doing a tremendous work here Marcus, both with your company and this blog :)
.-= Daniel M. Wood´s last blog ..Good Cop- Bad Cop a Salesman’s Schizophrenia =-.

]]> By: Marcus Sheridan http://www.thesaleslion.com/how-to-overcome-the-infamous-due-diligence-excuse-in-sales/comment-page-1/#comment-1827 Marcus Sheridan Thu, 22 Jul 2010 15:25:15 +0000 http://www.thesaleslion.com/?p=1048#comment-1827 Great points Daniel, as always. You are right-- one must give value up front, but one must also have the conviction when it comes down to crunch time. Keep rockin' it over there on your tremendous blog Daniel. :-) Great points Daniel, as always. You are right– one must give value up front, but one must also have the conviction when it comes down to crunch time. Keep rockin’ it over there on your tremendous blog Daniel. :-)

]]> By: Daniel M. Wood http://www.thesaleslion.com/how-to-overcome-the-infamous-due-diligence-excuse-in-sales/comment-page-1/#comment-1811 Daniel M. Wood Wed, 21 Jul 2010 06:06:54 +0000 http://www.thesaleslion.com/?p=1048#comment-1811 In todays economy people really want to be sure before they spend their money, for good or bad. I am glad to hear you won the deal as you have put a lot of work into winning it, but I want to add that it wasn't only your website that did it. It was you! You made a great sales appointment (I am sure) and when he said he wanted to wait and think, you didn't let him. The guts to go for the close and answer any objection with pride is extremely important and something many salesmen are afraid to do. Working on your sales technique and having already prepared answers to objections is a way to mount the courage to answer an objection and I am sure you know pretty much exactly what you would say to any objection from your customers, which is why you won the deal :) Thanks for the article Marcus, a great read as usual. .-= Daniel M. Wood´s last blog ..<a href="http://lookingtobusiness.com/sales-process-sales-plan/the-secret-of-activity-the-value-it-presents" rel="nofollow">The Secret of Activity- The Value it Presents</a> =-. In todays economy people really want to be sure before they spend their money, for good or bad.

I am glad to hear you won the deal as you have put a lot of work into winning it, but I want to add that it wasn’t only your website that did it.
It was you! You made a great sales appointment (I am sure) and when he said he wanted to wait and think, you didn’t let him.

The guts to go for the close and answer any objection with pride is extremely important and something many salesmen are afraid to do.

Working on your sales technique and having already prepared answers to objections is a way to mount the courage to answer an objection and I am sure you know pretty much exactly what you would say to any objection from your customers, which is why you won the deal :)

Thanks for the article Marcus, a great read as usual.
.-= Daniel M. Wood´s last blog ..The Secret of Activity- The Value it Presents =-.

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