Objection Handling

Here Is One Interesting Way To Deal With An Objection…

Often in a meeting, you’ll get to the point where the prospect brings up an objection. This is the point where the disadvantages of your solution or concerns they have about it outweigh the benefits they would get from choosing…

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Handling Objections – Infographic

One of the biggest hurdles facing sales people is the objection raised from the prospect. Using the tactics in our infographic below, handling objections will now be a doddle! TO DOWNLOAD THE FULL SIZE INFOGRAPHIC PLEASE CLICK HERE (Image by…

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How To Progress An Indecisive Prospect

One of the most difficult conversations you’ll probably have is the one where the prospect can’t make their mind up, is indecisive or doesn’t know how to make a commitment. Mainly, it’s down to fear of failure, or of making…

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What To Say When They’re Happy With Their Current Supplier

One of the hardest situations for a salesperson to deal with is when a prospect is using an existing supplier and is satisfied with the arrangement. Often, clients get used to a supplier and fall into a sort of ‘well…

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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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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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