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Objection Handling

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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A SMALL Price Decrease Is A BIG Deal

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While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. A well-orchestrated and properly timed price drop can indeed help close a sale. However, a price reduction – no matter how small – done incorrectly can cost you […]

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Is It A Price Objection Or Sticker Shock?

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A price objection is one thing. However, if you reveal your pricing and ask for the order, then after a comprehensive sales interaction, the prospect responds with a state of disbelief; you have a much bigger problem. The Molehill Really IS a Mountain In a price objection, of course, you failed to build enough value. […]

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