Author Archives: Brian Farrell

About Brian Farrell

Brian Farrell is a sales leader, author and social seller.

How to Effectively Respond to Sales Objections

Sales isn’t easy. If it were, everyone would do it, and every customer would buy everything you wanted them to.

In reality, though, there are objections that you have to respond to, and if you don’t do it well, you’ll lose not only the sale, but momentum for sales in general.

For starters, instantly dismissing customer concerns isn’t the right path to take. Work harder on understanding and sincerely reaction to their points. You’ll also have to find out what would convince them of the sale, and learn how to build points around that.

Interested in more effective ways to work through sales objections? Use this graphic.

 How to Effectively Respond to Sales Objections

Via Salesforce

What Makes Exceptional Customer Service (infographic)

What do you think about your customer service process? Does it work well, and can your employees conquer any hiccups—big or small—that pop up along the way? Even if you feel like you have exceptional customer service, it’s important to analyze it regularly for new issues and new challenges that you can address.

That starts by thinking about the qualities that are essential to great customer service. Some of them may surprise you—empathy, for example, or generosity. Timeliness shouldn’t, nor should the solutions that customer service needs to be focused on.

Here’s the thing to know about customer service: It’s something that you can always work on. This graphic can help.

How to Ensure the Very Best Customer Experience Every Time

Via Salesforce

WBECS 2016

Registration for the complimentary WBECS Pre-Summit is now open and as you know, I’ve gained incredible value from joining their sessions in the past…

Which is why I wanted to give you a quick heads-up today:

Since registration opened 5 days ago, 37 of the 50 sessions reached 50% capacity within the first 24 hours!

The summit starts next week with the first LIVE sessions on May 11th and if you’re interested in joining, I’d hate to see you miss out.

You can still register and secure your spot for up to 48 pitch-free sessions held by some of the most successful coaches and top leaders in the industry.

Click here to secure your spot at no cost!

I think you are going to love the summit!

Tools to Compel Your Prospects to Act

Selling is hard. Pressures from sales leaders notwithstanding, we’re also up against clients who are tired of old-fashioned sales techniques, often know more about our solutions than we do and are actively using technology to avoid us.

While a more informed customer isn’t bad, it has made them less responsive because they’re doing significant research before calling a sales rep. According to CEB, buyers now are 60 percent of the way through the buying process before engaging with a salesperson.

Here are a collection of six tools to help compel your prospects to act — and buy!

Click To Enlarge

An Offer They Can’t Refuse: 6 Tools to Compel Your Prospects to Act

Via Salesforce