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Handling Objections – Infographic

One of the biggest hurdles facing sales people is the objection raised from the prospect. Using the tactics in our infographic below, handling objections will now be a doddle! TO DOWNLOAD THE FULL SIZE INFOGRAPHIC PLEASE CLICK HERE (Image by MTD Sales Training – please attribute if republished) Happy selling! Sean McPheat Managing Director MTD Sales Training http://www.mtdsalestraining.com  

The Best Question To Ask When A Prospect Rejects Your Price

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. You confidently give the price…

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What To Do When Your Prospect Stalls

“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 consider the options. Now, we…

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There Are Really Only TWO Sales Objections In The Whole World

I imagine the title of this piece not only grabbed your attention, but also caused a bit of confusion or even shock. First, let me clarify exactly what I am saying. There are only TWO objections that exist. That’s all; just two. They come disguised as dozens of other issues and appear to be tons of objections. My contention however…

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3 Times When You SHOULD Take NO For An Answer

Well, we all know the old sales person’s mantra, “Never take NO for an answer!” Indeed, some sales people try to live by this greed. However, in attempting to live up to such a rigid and unrealistic standard, sales people often cross the line. The line I am referring to is the one where you go from being a professional, confident…

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How To Handle The “No Objection,” Objection

You did everything right. This entire sales interaction from start to finish could have been a blue print for the sales training manual. It was perfect. You unearthed the prospect’s problems, some of which he did not even realise he had. You demonstrated beyond any doubt how your product would solve those problems and greatly benefit the client. You then…

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Still Getting Economy Objections? Try This Approach

A sluggish economy gives prospects a ton of objections and reasons to stall. Unfortunately, many sales people still have a difficult time overcoming these, “econojections.” The main reason sales people have such problems with econojections is that they are not objections at all. The state of the economy, be it local, national or global, is a condition, hence the term…

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“I Am Happy With My Current Supplier,” Is NOT An Objection

Every day, I hear from sales people who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business with them for many years and have no reason to change…” This position strikes terror in most sales people and…

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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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