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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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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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How To Overcome The Economy Objection – Video Blog

Despite the fact that our economy is now growing and we are finally moving away from the dreaded “recession objection”, many sales people are finding that they are still coming up against the economy objection during their sales interactions and are struggling to close the deal because of it. So how do you overcome the economy objection and close more…

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Overcoming Price Objections – Infographic

Time and time again sales people come up against price objections and too often they are not able to overcome these objections to close the sale. So how do you overcome price objections? Take a look at our short infographic on overcoming price objections and make sure you know how to handle this type of objection whenever this situation may…

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Why Most Closing Techniques Just Suck

If you have been around the world of selling for any real length of time then you have to have said to yourself, “This close sucks!” At least once in a while you have to feel that most of the so-called closing techniques, tips, tricks and magical scripts, just don’t hold much water today. The reason for this isn’t so…

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People Love To Buy, But Hate To Be Sold

You did everything right. You maintained an excellent prospecting track and qualified the decision maker. You got through a tough gatekeeper screen, set a good appointment and sealed it with cement. The sales interaction was flawless; you covered every objection and left the prospect no choice but to buy. So, what happened? Why didn’t the prospect buy? People Love To…

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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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Try This Last Effort When You Have Lost The Sale And You Are Walking Out Of The Door

You have gone through the entire sales presentation. You have closed a dozen times. You faced and, you thought, you overcame, what seems like a thousand objections; and still the prospect will not buy. It’s all over and it’s time to leave. Try this last ditch effort. Hey, you have nothing to lose! Apologise! No scripts or magic words here….

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