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Objection Handling

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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A Different Way To Deal With Objections

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Why do objections occur? It’s an age-old question that gets salespeople crying into their beer. There are, naturally, many reasons why they come up, but they tend to revolve around one main cause…that the value of change doesn’t match the status quo. Here’s a different way to deal with objections. When a prospect states an […]

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2 Quick Responses To, “That Costs Too Much!”

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Short and sweet; here are two quick but very powerful responses to the age-old reply of, “That costs too much!” The responses are a brief summary of each concept as you can add you own flavour and style. However, I think you will get the main gist of the ideas immediately. #1 – Compared To What? […]

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