Objection Handling

A Powerful Way To Close The Husband And Wife Team

Closing the sale while sitting across a desk or the dining room table from a married couple can be tricky.  When one spouse is solely dominant and clearly makes the decisions, it’s not so bad.   However, when they begin to…

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A Powerful Response to the “I’m Not Interested,” Cold Call Objection

“Hi, Mr Prospect.  Ethan James here, with XYZ Solutions…” “I’m not interested!” Arrrgh! Below is a very effective way to handle the “not interested,” come back.  However, it is not a script to follow verbatim.  Though I am going to…

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3 Steps to Handle the “I’m Just Looking,” Objection

“May I help you Sir?” “No…I’m just looking…” “Arrrrrrgh!” Those words, “I’m just looking,” often strike terror in the heart of many sales people, anger and frustration in some and a sense of helplessness in others.  This one extremely common…

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Why Prospects Object When There Is No Objection

You did your job: you uncovered the problems and the pain and you helped the prospect clearly see the benefits and the affordability.  Then you instilled a sense of urgency by giving the potential customer reasons and additional benefits to…

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How To Sell A Price Increase To Your Clients

During the 1970’s and 1980’s, price increases were common and expected. In the past 10 years, however, we’ve all grown used to lower inflation and the overwhelming impact of the credit crunch and the worldwide recession. Today, prices are increasing…

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5 Ways To Handle ‘I Want To Shop Around’

How frustrating is it when your client has gone through your proposal and your presentation and then said ‘I want to shop around and get some quotes form other suppliers’? It’s not obvious from his statement what exactly his objection…

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3 Ways to Deal With Price Pressure

The most frequently asked question we get asked on our sales courses is the one related to price. ‘How can we resist the temptation to give away the shop? We’re not a charity, but our customers often think we are’….

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When They Want You To Call Back In The Future

Now, is this a real obstacle or is it a stall? They may say something like “Give me a call in six months and we’ll see”. Does the prospect really want your product, or is there something else? Can they…

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Avoiding The Price Issue With Customers

On our sales courses, we often get salespeople questioning how they can draw their customers’ concentration away from pure price. These are tough times, but it is still possible to put the emphasis on things other than price. Try these:…

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The Most Powerful Word in Selling

So, you’ve got to the point where you’re ready to present the price and everything’s going well. You think you’ve covered everything and the customer seems happy with the product. They are waiting with baited breath to hear what the…

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Objection Prevention Is Better Than Objection Cure

Do you get into a tug of war with your prospects and clients at the end of your sales interactions? You know what I mean… It’s when you go back and forth answering their objections, isolating them and all that…

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