Objection Handling

3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price

You went through the entire sales interaction without much problem.  However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” As mentioned in, “3 Ways…

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3 Ways To Handle The Prospect Who Is Shocked By Your Price

You felt that it was a good presentation and that the entire sales interaction was on track. Then you present the price, and suddenly the prospect acts as if they just had a heart attack! What happened? A better question is,…

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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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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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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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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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What To Do If They Ask For Discount

Although we’ve spoken in the past about avoiding the discount question, there will come a time when we have to face reality and have to discount at some point. What I’m referring to is damage control. How much you give…

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