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Jonathan Farrington

Why Buyers Resist And Object

18 November 2014 by Jonathan Farrington

To handle resistance to your ideas and influence, you will first need to pinpoint exactly why there is an objection. Typically, people object or resist because they: Don’t fully understand your proposal Misunderstand it Don’t feel a need to go ahead Don’t recognize the benefits and advantages Don’t believe your claims Are happy to remain… Read More

Filed Under: Article, Objection Handling, Sales Prospecting

Why Selling is Going Inside – the Obvious Reasons

29 July 2016 by Jonathan Farrington

I have been discussing this phenomenon for more than three years, so what is taking place now is not a surprise. So, having posed the question, let me provide some answers – why is selling really going inside? The most obvious reason is pure economics: After the recent financial meltdown, companies have been forced to… Read More

Filed Under: Article, Sales Management

Why So Many Salespeople Are Failing So Badly …

11 August 2014 by Jonathan Farrington

In a previous post one point I made was that in my experience, in the critical area of sales team development, most H.R. departments are about as useful as a one-legged man in an ass-kicking contest. Harsh words? I don’t think so. I really do strongly believe that they should stick to what they are… Read More

Filed Under: Article, Sales Management

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