How To Overcome 10 Of The Hardest Sales Objections

Objections occur for many reasons. Maybe you haven’t built up the value of your solution. It could be the buyer has a similar solution and doesn’t want to change. Or they don’t trust that your products are right for them or their business. Don’t be put off by objections. If you walk away at the first sign of resistance, you…

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MTD Video – 2 Quick Responses To “That Costs Too Much”

Within this video you will learn how to respond to the price objection “that costs too much”. Just how do you respond to a statement like that? View this video and find out!   Happy Selling! Sean McPheat Managing Director MTD Sales Training

Is “I’m Just Looking” An Objection?

It is incredible that three mere words from a total stranger will often create fear, frustration and feebleness in some of the most experienced sales people. The extremely common response of “I’M JUST LOOKING,” from a prospective customer, actually causes some retail sales reps to walk away and WAIT for the prospect to convert him or herself into a buyer….

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A Powerful Way To Handle The Spouse Objection

“Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” Is It an Objection, a Stall or a Condition? We are all familiar with the spouse objection, and before I give you a great way to answer this stall,…

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One Great Sales Close

Following is one powerfully effective sales close that I am finding is quickly becoming a favourite among many sales people. The three main reasons I like this sales close is… 1. It is simple 2. It HELPS the prospect sort out the issues and see things clearly 3. It HELPS the sales person find the real problem So, in case…

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A Powerful Response to the “I’m Not Interested,” Cold Call Objection

“Hi, Mr Prospect.  Ethan James here, with XYZ Solutions…” “I’m not interested!” Arrrgh! Below is a very effective way to handle the “not interested,” come back.  However, it is not a script to follow verbatim.  Though I am going to put this in the form of a hypothetical cold call, the words are not important.  I want to convey the…

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Why Prospects Object When There Is No Objection

You did your job: you uncovered the problems and the pain and you helped the prospect clearly see the benefits and the affordability.  Then you instilled a sense of urgency by giving the potential customer reasons and additional benefits to move forward today.  You also did not wait until the close to address common objections.  Instead, you foresaw those familiar…

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10 Stalls That Customers Use As Objections

Why do objections occur in the first place? There can be many reasons, but it generally boils down to the fact that not enough value has been raised in the customer’s mind. If it had, you wouldn’t be facing an objection; you would be heading toward gaining a commitment. But not all objections actually turn out to be real. Many…

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5 Ways To Handle ‘I Want To Shop Around’

How frustrating is it when your client has gone through your proposal and your presentation and then said ‘I want to shop around and get some quotes form other suppliers’? It’s not obvious from his statment what exactly his objection is to your proposal, so it may be necessary for you to probe a little deeper to find out precisely…

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When Your Customer Won’t Make a Decision

Customers often use delaying tactics and techniques for many reasons. In fact Doug Hall, in his book “Jump Start Your Marketing Brain” cites research studies that have identified over 80 reasons why customers delay making a decision. Interestingly, those delays can be amalgamated into five key reasons. Now, it’s not about forcing customers to make decisions (both you and they…

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