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Tag Archives: objection handling in sales

Objections: Why They Occur & How You Can Prevent Them In The First Place

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If there is one question that occurs the most on our sales programmes, it has to revolve around dealing with objections. Many delegates say that if they could just have the magic wand to overcome objections, they would love their job. But because salespeople allow objections to be raised in the first place, they face […]

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There Are Really Only TWO Sales Objections In The Whole World

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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 […]

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

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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 […]

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A Powerful Answer To The, “I Want To Think About It” Objection

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“I want to think about it…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did not successfully inspire a sense of urgency in the prospect. As I have said before, […]

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Is It An Objection, A Stall Or A Condition?

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You ask for the order and the prospect does not accept. Is the prospect objecting, stalling or is there a condition that is preventing the sale? I know these terms are familiar, but I don’t believe most sales people understand the differences between these three no-sale responses. However, understanding the difference will allow you to […]

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