Objection

One of the leading causes of losing a sale is not knowing how to respond when a prospective customer raises an objection. I call this the “deer in hea ...  Read more

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going ...  Read more

If you are a new company in a small market or you are the new company in an industry often your prospects will decide not to buy from you because you ...  Read more

How do you handle objections? Let's say you just talked with your client on a fairly large project and they suggest to you that you are not in the bal ...  Read more

There is a train of thought in the selling profession that a sales objection is not really an objection. When a prospect has an objection it is though ...  Read more

Last time the used car salesman pitched a lemon at you, he called the high price tag an investment. Didn't sound so bad did it? He gift wrapped his wo ...  Read more

Handling objections. When we are giving a sales presentation to one of our healthcare customers and we hear an objection we know we can handle without ...  Read more

Negotiation is a process of trying to arrive at a mutually agreeable conclusion about something. It could be a sales situation; it could be a behavior ...  Read more

Are there common sales objections that you hear over and over again from your customers? Do you have problems handling sales objections? If so, read o ...  Read more

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for ...  Read more

As with any objection, you need to break it down gradually with a series of questions. What you don't want to say at this point is, “Oh, OK, when can ...  Read more

An objection can be looked upon as sales resistance, and without it you cannot expect to make a sale – just as in electricity, you cannot expect to ha ...  Read more

Have you ever felt that your life was a conveyor belt of …. Go to school, graduate, get a good job with a good company, accumulate retirement savings ...  Read more

Be prepared to field questions that the audience will ask and want to know. Brainstorm ahead of time for possible questions, scenarios, and answers. T ...  Read more

Embrace the objections of your prospects and customers. Right now and over the next few weeks, consider the regular objections you get from prospects ...  Read more

Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, the ...  Read more

Effectively Handling Objections Employer: I notice you have not got any commercial experience, can you explain why you feel you are the best person f ...  Read more

The customer is always right. But when a customer objects, he’s wrong. How can we straighten him out and not alienate or offend him? We need a proc ...  Read more

A Sale is considered closed when the buyer and seller reach agreement on terms for the buyer to take ownership of a product or service. To get to this ...  Read more

One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Fags prospects give during the initial ...  Read more