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IT Staffing Sales Effectiveness

Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable

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objection handling | sales negotiation

6 Common Sales Negotiation Mistakes & How to Avoid Them

By: Dan Fisher
January 16th, 2018

If just getting to the sales negotiation stage of the sales process feels like a marathon, what does it take to cross the goal line with terms and pricing that everyone agrees on? There are plenty of missteps, pitfalls and trap-doors that salespeople have to navigate and be aware of when it comes to running a successful sales negotiation. Here are six common sales negotiation mistakes made by staffing professionals and how to avoid them.

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Blog Feature

objection handling | sales prospecting

Overcoming the Objection "We Have a Vendors List"

By: Dan Fisher
April 7th, 2017

IT Staffing sales professionals commonly run into this objection when calling on new prospects. As soon as the buyer realizes the nature of the phone call he or she says something along the lines of, "We have an approved vendors list. We're all set."  What is the best way to reply to this objection?  The first thing sales people need to understand is that this objection first and foremost is designed to end the conversation. It's a conversation stopper!  The prospect just wants to get you off the off phone. So you're going to have hang in there and keep the prospect engaged. More on this in a minute.

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Cold Calling Tips & Best Practices 2.0

Cold Calling Tips & Best Practices 2.0

Learn our proven 7 step methodology for turning cold calls into hot leads.