handle objections before they occur

Is It An Objection, A Stall Or A Condition?

You ask for the order and the prospect does not accept. Is the prospect objecting, stalling or is there a condition that is preventing the sale? I know these terms are familiar, but I don’t believe most sales people understand the differences between these three no-sale responses. However, understanding the difference will allow you to respond in the proper manner,…

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Can You Do A Sales Presentation Too Well?

You know you did your job. You did a great sales presentation, covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost. You created urgency by demonstrating that they are losing, hurting by not owning and everyday…

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What To Do When The Prospect Blames You For Your Competitors’ Failures

What do you do when the prospect wants to hold you accountable for a problem caused by one of your competitors?  The prospect had a bad experience with a company that sells the same product as you, and is convinced that doing business with you will have the same result. Guilty By Association Below is a way to handle the situation…

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Objection Prevention Is Better Than Objection Cure

Jumping over objections

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 jazz! Well, it’s far more productive and fruitful if you can handle the objections during the interaction. Prevention is better…

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It’s Better To Handle Objections Before They Occur!

Jumping over objections

How often do you receive objections and resistance from a prospect? And why does it happen? Naturally, the prospect hasn’t had the sense to see what a wonderful product or service you have! But could it be that the way we present could actually be encouraging objections? Here’s one way of putting your product across: “Mr Prospect, I can see…

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