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Objection Handling

The Best Question To Ask When A Prospect Rejects Your Price

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It happens every day in most sales interactions. You’re having a great conversation with the prospect, building up value and creating real desire in their minds for your solution. They seem to be interested in what you’re saying, and you have great confidence you’re going to make the sale. Then they ask about the price. [...]

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How To Progress An Indecisive Prospect

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One of the most difficult conversations you’ll probably have is the one where the prospect can’t make their mind up, is indecisive or doesn’t know how to make a commitment. Mainly, it’s down to fear of failure, or of making a mistake that will come back and haunt them later. It’s a natural reaction, because [...]

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What To Say When They’re Happy With Their Current Supplier

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One of the hardest situations for a salesperson to deal with is when a prospect is using an existing supplier and is satisfied with the arrangement. Often, clients get used to a supplier and fall into a sort of ‘well of comfort’ where they accept the level of support as being the norm, and are [...]

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What To Do When Your Prospect Stalls

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“We’ll give it some considerable thought…” “We’ll get back to you as soon as possible…” “I’ll definitely think about it…” How many times have you heard these words and similar after you’ve presented the solution to the prospect? As we’ve stated before, these are NOT classed as objections…the prospect is stalling, wanting more time to [...]

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How To Overcome The Economy Objection – Video Blog

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Despite the fact that our economy is now growing and we are finally moving away from the dreaded “recession objection”, many sales people are finding that they are still coming up against the economy objection during their sales interactions and are struggling to close the deal because of it. So how do you overcome the [...]

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