Show Notes
Selling is not about taking orders (that is order-taking). Selling is the act of engaging with customers, listing to their needs, addressing their concerns, and correctly responding to their objections. Frequently, the simple seller with bow their heads and walk away at the first objection – or worse they will go to the historical sellers crutch – a deep discount. We can do better and the key is BEING PREPARED for the question.
In this episode of Taking 5 with GDE, we talk with Jeff Miller, Director of Sales for Strategic Integrators (IBM), about the objection that is top of mind of IBM sellers – “what do I say when a customer tells me they do not need GDE because they have SELF-ENCRYPTING STORAGE?” – And how to prepare and respond.
Jeff tells us his strategy of success in responding that alleviates the objection and allows the deal to move forward – without discounting! Join us!
