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“We’re Happy With Our Current Supplier”…What Now?

This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the gizmos that impress other clients….you may have recommendations spilling out of your top pocket…..your value may be better than your competitors….. But the prospect is happy with…

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Use This Example To Nip Early Objections In The Bud

We are all used to the prospect coming up with some kind of doubt about your claims on the validity of your product, or looking for discounts on your services when you have spent a lot of time discussing them. Maybe the value hasn’t been built up yet, or they simply can’t believe your product is that good. These are…

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How To Differentiate Between An Objection & An Excuse

Many salespeople face a dilemma when they experience an objection from a customer or prospect. Lots of buyers have objections fitted into their wiring systems, so they are programmed not to go overboard with their enthusiasm for your product. They think that an objection such as price or delivery will get you to reduce the price or change delivery terms….

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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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