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Objection Handling

3 Ways To Ensure Price Isn’t The Main Criteria For Decision Making

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Many salespeople believe that their customer base revolves around the concept of price. That is, price is the be-all and end-all of their decision-making process. Certainly, if they listen to what many of their prospects say, you can understand the reasoning. Expressions like: “You’ll have to do something with your price before we can even […]

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Is A Sales Objection An Unanswered Question?

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When we ask buyers what they look for in their suppliers, we often get a response along the lines of ‘we want someone we can trust and makes us look good in some way’. This is a fairly obvious conclusion, but it begs the question ‘why don’t salespeople recognise this when in the sales process […]

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Here Is One Interesting Way To Deal With An Objection…

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Often in a meeting, you’ll get to the point where the prospect brings up an objection. This is the point where the disadvantages of your solution or concerns they have about it outweigh the benefits they would get from choosing it. Many salespeople at this point would handle the objection and move on. But there’s […]

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Objections: Why They Occur & How You Can Prevent Them In The First Place

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If there is one question that occurs the most on our sales programmes, it has to revolve around dealing with objections. Many delegates say that if they could just have the magic wand to overcome objections, they would love their job. But because salespeople allow objections to be raised in the first place, they face […]

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