Objection Handling

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 think about on the subject. Here is another way you need to THINK about how to handle this objection, which…

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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 an objection. The prospect has nothing to object to at this point. However, most sales people launch into a plethora…

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How To Handle The “No Objection,” Objection

You did everything right. This entire sales interaction from start to finish could have been a blue print for the sales training manual. It was perfect. You unearthed the prospect’s problems, some of which he did not even realise he had. You demonstrated beyond any doubt how your product would solve those problems and greatly benefit the client. You then…

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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 objections at all. The state of the economy, be it local, national or global, is a condition, hence the term…

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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 that you cannot take “No” for an answer. And it is true, that as a professional sales person, you have…

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Want A Good Sales Close? Try An Apology

First, I want you to understand the philosophy of this concept. When you do not close the sale, the fact is that you have failed. If you believe in your heart that the prospect would be better off by owning what you sell, then if they do not buy, they have to be worse off. The prospect is going to…

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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 put together a quote, and it will take time to do so, that helps. However, when you have exhausted the…

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“I Am Happy With My Current Supplier,” Is NOT An Objection

Young businesswoman in office isolated on white

Every day, I hear from salespeople who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business with them for many years and have no reason to change…” This position strikes terror in most salespeople and many ask…

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A Powerful Way To Handle The Spouse Objection

“Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” Is It an Objection, a Stall or a Condition? We are all familiar with the spouse objection, and before I give you a great way to answer this stall,…

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One Great Sales Close

Following is one powerfully effective sales close that I am finding is quickly becoming a favourite among many sales people. The three main reasons I like this sales close is… 1. It is simple 2. It HELPS the prospect sort out the issues and see things clearly 3. It HELPS the sales person find the real problem So, in case…

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