Objection Handling

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…

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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…

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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…

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2 Quick Responses To, “That Costs Too Much!”

Short and sweet; here are two quick but very powerful responses to the age-old reply of, “That costs too much!” The responses are a brief summary of each concept as you can add you own flavour and style. However, I think…

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At What Point In The Sale Should You Disclose The Price?

We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, dealing with today’s modern, more educated consumer,…

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A SMALL Price Decrease Is A BIG Deal

While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. A well-orchestrated and properly timed price drop can indeed help close a sale….

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Is It A Price Objection Or Sticker Shock?

A price objection is one thing. However, if you reveal your pricing and ask for the order, then after a comprehensive sales interaction, the prospect responds with a state of disbelief; you have a much bigger problem. The Molehill Really…

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Is The Prospect Happy With Their Current Supplier, Or Are They Just A Comfortable Old Shoe?

The, “I am happy and satisfied with my current supplier…” objection, has and still plagues sales people. While I have written volumes on this subject, I thought it best if I take a minute and give you something else to…

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How To Handle “I’m Not Interested” In A Cold Call

You finally get through to the decision maker (DM) and before you can even explain the reason for your call, you hear, “I’m not interested!” What you need to realise is that this impulsive, nearly subconscious response is NOT actually…

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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…

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The Difference Between Harassing Sales Pressure And Professional Sales Persistence

You know the drill: you do a great sales interaction, cover as many objections as possible before they arise, ask for the order, and then continue to ask for the order. One of the oldest idealisms in professional selling is…

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How To Handle The Price FIRST Prospect

Two minutes into the sales interaction, the prospect is demanding to know the price. You do what you can do avoid divulging the price too soon, but the prospect insists. If you sell a product or service were you must…

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