Objection Handling

How To Handle Objections From A Loyal Client

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause…

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Use These 3 Quick, Yet Effective, Tips When It Comes To Objections

It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections? Objections occur when prospects or customers have not seen the overall…

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How To Respond To “Call Me Back In 6 Months”

Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might feel there might be a chance in six months’ time….

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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…

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The Best Words To Use When Faced With Sales Objections

Objections to your proposal can occur at any time in the sales process. They can come early, when you are initially discussing ideas; they can come late, when you are just about to conclude the discussions. Whenever they occur, you…

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How To Overcome 10 Of The Hardest Sales Objections

Objections occur for many reasons. Maybe you haven’t built up the value of your solution. It could be the buyer has a similar solution and doesn’t want to change. Or they don’t trust that your products are right for them…

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How To Use ‘Agree & Align’ When Dealing With Sales Objections

Why do objections occur? It’s an age-old question that gets salespeople crying into their beer. There are, naturally, many reasons why they come up, but they tend to revolve around one main cause…that the value of change doesn’t match the…

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Use These 4 Phrases When Overcoming These Sales Objections

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. In order to combat this you should have included…

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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…

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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…

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3 Ways To Ensure Price Isn’t The Main Criteria For Decision Making

Many salespeople believe that their customer base revolves around the concept of price. That is, price is the be-all and end-all of their decision-making process. Certainly, if they listen to what many of their prospects say, you can understand the…

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How Do You Respond To ‘Send Me More Information’?

So you’ve finally got through to the decision-maker and had some form of conversation with them. They seem interested in what you have to offer. You get a tiny thrill of excitement, as you think this could actually be a…

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