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David Masover

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David Masover

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ARTICLES BY David Masover

Handling the Objection and Negotiation Phase of Sales

Handling the Objection and Negotiation Phase of Sales

Objections and negotiations seem a bit confrontational and threatening because an offer has been put on the table, and now that offer needs to be defended.

Increase Sales by Understanding Purchase Criteria and Who Is Buying

Increase Sales by Understanding Purchase Criteria and Who Is Buying

Work with clients to define the important factors driving the purchase decision.

Solve Your Sales Prospects’ Pain with Needs Analysis

Solve Your Sales Prospects’ Pain with Needs Analysis

Needs analysis is the part of the sales process in which you learn in detail what your prospective client needs that your company might be able to provide.

Qualifying Before Moving Too Far into the Sales Process

Qualifying Before Moving Too Far into the Sales Process

Qualification is about making sure that you are talking to one or all of the people who can say yes and finding out if they are likely to do so.