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How to sell to non-believers: Turn doubt into trust
startup sales

How to sell to non-believers: Turn doubt into trust

“Our product works. It saves our customers a lot of money. We can prove it. Heck, we even do a pilot for them when they ask. Afterwards, they see the numbers, the data confirms our claims. But they still don’t buy!What are we doing wrong?"
Steli Efti
6 min read
5 ways to overcome the "Your product is too complicated" sales objection
sales objections

5 ways to overcome the "Your product is too complicated" sales objection

If you're selling anything more complex than paper clips, your product can be intimidating. It could be software, or office equipment, or social media management. Any of those things can seem very complicated.
Steli Efti
9 min read
Overcoming objections in sales: 40+ examples, tactics, and rebuttals
sales objections

Overcoming objections in sales: 40+ examples, tactics, and rebuttals

Nothing defeats an inexperienced salesperson faster than an unexpected objection. Most salespeople invest hours perfecting their pitch without a second though to what comes afterwards. But even a perfect pitch can be ruined by poor objection handling.
Steli Efti
25 min read
Sales objection: We're already doing this in-house
sales objections

Sales objection: We're already doing this in-house

Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection:
Steli Efti
5 min read
Cold calling: How to respond to "I don't have time"?
cold calling

Cold calling: How to respond to "I don't have time"?

Unless you’re cold calling someone whose office is on fire, there’s a good chance they have time for you.
Steli Efti
6 min read
How to convince your prospects to switch software (REPUB DRAFT)
startup sales

How to convince your prospects to switch software (REPUB DRAFT)

When you talk to prospects about switching software, you almost always encounter resistance. So how can you manage—and overcome—that resistance?
Steli Efti
3 min read
How to overcome the “your startup is too small” objection
startup sales

How to overcome the “your startup is too small” objection

You’ve managed to impress a roomful of enterprise-level executives. They love your product. They share your vision. And they laughed at the cat joke you practiced all morning.
Steli Efti
4 min read
3 strategies for getting past gatekeepers
outbound sales

3 strategies for getting past gatekeepers

How often do you reach a decision-maker on the first call? It’s rare, I know. Most of the time, you connect with an executive assistant, office administrator, or intern. They’re the gatekeepers, right? The first obstacle between you and the close.
Steli Efti
4 min read