sales objections

How To Overcome The Prospect Who Needs To ‘Cut Costs’

Business man cutting costs

When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. Now, I realise that, although MTD are tried and trusted with many clients, new prospects haven’t had the opportunity to see how we can…

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The Best Words To Use When Faced With Sales Objections

Objections We Can Help

Objections to your proposal can occur at any time in the sales process. They can come early, when you are initially discussing ideas; they can come late, when you are just about to conclude the discussions. Whenever they occur, you need to be confident in your approach and recognise that any objection is not a definitive ‘no’. It can be…

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How To Overcome Sales Objections In 3 Easy Steps

Turning No into Yes

Objections are a normal course of any sales interactions, but only if the extrinsic and intrinsic value hasn’t been raised in the customer’s mind. By that, I mean if the customer doesn’t see the overall value to themselves or to their business outweighing the price they have to pay in price, time, effort, change or the like, they will bring…

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How To Overcome 10 Of The Hardest Sales Objections

woman in red show warning

Objections occur for many reasons. Maybe you haven’t built up the value of your solution. It could be the buyer has a similar solution and doesn’t want to change. Or they don’t trust that your products are right for them or their business. Don’t be put off by objections. If you walk away at the first sign of resistance, you…

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5 Highly Effective Ways Sales People Can Respond To Sales Objections

So Many Questions

Why do objections occur? Well, of course, there are myriads of reasons, but they probably boil down to the fact that you haven’t built up value in your solution enough for the prospect to think about you rather than the challenges your product would bring them. It could be they are happy with their current situation. Or your up-front price…

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Use These 4 Phrases When Overcoming These Sales Objections

Objection target

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. In order to combat this you should have included them in the solution from the very beginning. You should have been asking questions around what their current situation is,…

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Use This Example To Nip Early Sales Objections In The Bud

man stop

We are all used to the prospect coming up with some kind of doubt about your claims on the validity of your product, or looking for discounts on your services when you have spent a lot of time discussing them. Maybe the value hasn’t been built up yet, or they simply can’t believe your product is that good. These are…

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How To Use Silence When Answering Sales Objections

seal mouth

I’m asked for phrases on how to respond to objections all the time. But one phrase you could try is by responding by saying nothing! “Your prices are too expensive” says the prospect. You respond with…… Nothing! All it will take is a nano second of silence and the prospect will feel the need to fill in the silence and they…

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MTD Video – There Are Only 2 Real Sales Objections In The Whole Wide World!

Within this video you will learn that there are only 2 types of sales objections out there. Do you know what they are and do you know how to respond to them?   Happy Selling! Sean McPheat Managing Director MTD Sales Training | Sales Blog

Sales Video – How To Handle Sales Objections Up Front

Man writing out objections

MTD Sales Training | Sales Blog