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

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 the uphill task of having…

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

“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, you need to address and…

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Is It An Objection, A Stall Or A Condition?

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 respond in the proper manner,…

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Stop Trying To Overcome Objections

Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections. You may not like sales objections, but let’s face it; if prospects did not object, you probably would not have a job. A Different…

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Can You Do A Sales Presentation Too Well?

You know you did your job. You did a great sales presentation, covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost. You created urgency by demonstrating that they are losing, hurting by not owning and everyday…

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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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Objection Handling In Sales

Objection Handling In Sales – Ask And All Shall Be Revealed! Faced with an objection? Always ask “What do you mean by that?” PROSPECT “It’s just too much money” YOU “What do you mean by that?” PROSPECT “I just haven’t got enough money left over from wages this month to fund this piece of kit?” YOU “What could you afford…

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