SalesHQ

Well, I would like to offer up some information for thought. I have been in the sales industry for 10 years and in every genre, for every company, for every product I have ever worked with I have always been told if the customer tells you "NO" or is rude that its probably not you. Most likely they are having a ...

“I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to ...

In this article we focus on a proven two-step formula that can help you handle any pricing (or any other) objection, for those times when your ounce of prevention may not be 100% foolproof…. h4. Step 1: Count to three! Whenever you’re faced with a difficult question or objection, the first thing you need to do is take a deep breath, ...

Admit it! There are some subjects related to your product, service or solution that you dread talking about. Perhaps your offering isn't the most "leading edge." Maybe your pricing is much higher than competitors. Or maybe you're a boutique firm without the full spectrum of services of the bigger companies. Whatever it is, you hope like crazy that your prospects won't ...

In essence there are two combat strategies regarding objections. The first is pre-empting them – in other words, by anticipating and responding to the objection before the prospect has even had a chance to voice it. The second is by dealing with the objection as it arises. If you are prepared to incorporate both strategies then you’ll encounter fewer objections and ...

Have you ever answered an objection from a prospect only to be given another one that was completely unrelated to the first one? And then after you battled your way through that one, you got another, then another? If you've been in sales any length of time then I'm sure you have. And if you still don't know how to handle ...

  How often do you hear that familiar refrain from prospects? Depending on what you sell, you may hear it often. For example, our firm is often called in when a CEO or sales executive realizes that they have a sales force that is under-performing or are in need of help in generating sales. That is usually something that was not ...

Before attempting to handle any type of objection, it is important to begin by looking at the beliefs that sales people are holding in their minds. If they are focusing on what objections they believe they will encounter, they will unconsciously transmit these thoughts to their prospects. Every moment, human beings perceive things on many different levels based on millions of ...

  Lots of salespeople tend to see prospects’ objections in a purely negative light. When these salespeople hear objections, they simply see them as obstacles in the way of their finalizing a sale. However, there are several more positive ways in which you and other salespeople can view objections.   A good place to begin examining the positive aspects of prospect ...

Did you ever notice that the most excited prospect, the one who loves your product the most and can find nothing wrong with it, is also the prospect who has no power to say yes? Hesitation and questions about your product can come only from real decision makers. Why? Because hesitation caution, questions and objections are a natural response from ...

It’s no surprise that the biggest objection you’re facing in today’s economy is the “no budget” objection. Now, does this mean that companies aren’t buying anything? Of course not! Think about your own life – you’re still shopping, buying, and getting ready for the holidays, aren’t you? You’re just being a little more cautious, I’ll bet. And so are your prospects. ...

To deal with an objection…… Either: • Pre-empt the objection – kill it off before the buyer thinks of it, or • Answer it immediately If you tell the buyer you will deal with the objection later, then forget about it, or worse,ignore it, you will risk the buyer thinking you are either hedging or ignorant of the answers. In either ...

If you're still getting the "We're just not going to do anything until the economy settles down" (or improves, or whatever...), when you are closing the sale and asking for the order, then I've got some news for you. The Good News: After reading this article and applying the techniques in it, you will virtually eliminate this objection once and for ...

“Is it possible that what we’re selling is just priced too high?” I hear that question a lot when troubleshooting sales issues for clients during my seminars and coaching sessions. Plus it’s worth noting that it’s a question that tends to turn up again and again like a bad penny particularly in challenging economic times. My answer is always the same: ...

Anyone using their precious resources of money and time, should be concerned about making the proper decision for their expenditure. It's only natural for anyone to ask, "Is this the right decision?" This is the basis of ALL objections. When analysis breaks down any expenditure of resources, it's a question of VALUE & QUALITY. VALUE: "Is this the best value for ...

A few years ago when I was selling police radars to lawenforcement I ran into something very embarrassing. I was taking the Highway Patrol Officers to breakfast abourt 20 miles down the road and I had a huge Officer riding with who stood about seven feet tall. As it happened, my gas gage was off in my car and I didn,t ...

HANDLING OBJECTIONS (This article is an excerpt from my free Introduction to Selling sales course.  I have run this course many times, and it was used by a large training organization in a 2 day format (at a cost of $1500).  See below for a link to the entire free course - enjoy.) An Opportunity Often an initial objection can ...

Nothing is more frustrating - or time-wasting - than to find out that you have been selling to the wrong person! Influencers can not buy, they can only recommend. A decision maker is the only person that can say yes. Hint: If your proposal needs approval, you are working with an influencer. Decision makers write cheques, approve POs, and sign cheques ...

by Alan Rigg Talking about price is an important step in the sales opportunity qualification process. After all, if a prospect can't afford your price, are they really a valid prospect? Do you really want to invest your valuable time trying to sell to them? That said, it often does more harm than good to discuss price before you and the ...

An objection can be looked upon as sales resistance, and without it you cannot expect to make a sale just as in electricity, you cannot expect to have current flowing from one end of a conducter to the other without resistance. Making a sale is like driving a car from A to B, where you accelerate and decelerate according to the ...