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  • +11

    The Creation Of An Objection

     The Creation Of An Objection
    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 ...
    Rated: +11
  • +3

    Overcoming 4 Common Cold Call Objections

    “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 ...
    Rated: +3
  • +11

    A Two-Step Formula for Handling Pricing Objections

     A Two-Step Formula for Handling Pricing Objections
    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, ...
    Rated: +11
  • +2

    What Gets Buyers to 'Yes'

    What Gets Buyers to 'Yes'
    When we agree to an idea or proposal, it's because there's something in it for us. It's hard to influence people who can't see what's in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever. It is only human nature to ask, What am I getting from this? People will say yes to your ...
    Rated: +2
  • +14

    Is Your Prospect Hesitating? Are You Surprised?

    Is Your Prospect Hesitating? Are You Surprised?
    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 ...
    Rated: +14
  • +4

    Why Your Buyer's Resist and Object

    Why Your Buyer's Resist and Object
    To handle resistance to your ideas and influence, you will first need to pinpoint exactly why there is an objection. Typically, people object or resist because they: • Don't fully understand your proposal • Misunderstand it • Don't feel a need to go ahead • Don't recognize the benefits and advantages • Don't believe your claims • Are happy to ...
    Rated: +4
  • +8

    Seven Categories of Buyer Resistance

    Seven Categories of Buyer Resistance
    It is not enough to know whether people are for or against you and your ideas and proposals. The people you want to influence can be divided into nine categories Those who • Covertly disagree • Openly disagree • Comply reluctantly • Remain undecided • Have insufficient information • Are not able to see a need • Need to think ...
    Rated: +8
  • +9

    5 Ways to Tackle the “No Budget” Objection

     5 Ways to Tackle the “No Budget” Objection
    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. ...
    Rated: +9
  • +1

    How to Avoid the Brush Off

    How to Avoid the Brush Off
    So many times our prospects aren't really interested, but they either don't know how or won't come out and tell us. Instead they will say things like, “Go ahead and send me the (information, brochure, demo) and I’ll take a look." Or, “Put that quote in writing and send it to me." When a Top 20% closer hears this, his/her first ...
    Rated: +1
  • +1

    Overcoming Objections Isn't Astrophysics

    Overcoming Objections Isn't Astrophysics
    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 ...
    Rated: +1
  • +18

    Addressing the Elephant in the Room

    Addressing the Elephant in the Room
    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 ...
    Rated: +18
  • +2

    7 Steps to Overcoming Objections

    7 Steps to Overcoming Objections
    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 ...
    Rated: +2
  • Rate

    Handling "The Economy Objection" Once and For All

    Handling "The Economy Objection" Once and For All
    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 ...
  • +2

    Price isn’t the Problem

    “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: ...
    Rated: +2
  • +4

    How To Handle "No Budget"

    How To Handle "No Budget"
    Last week I gave you some scripts and ways to handle rejection in today’s economy. I want to expand on that a little bit because I’ve been getting so many emails asking how to be effective in today’s market. Let’s start with some basics. First, as we all know, things are tighter today than they were a year ago, but that ...
    Rated: +4
  • +16

    Objection Handling: “I Need My Manager's OK!”

    Objection  Handling: “I Need My Manager's OK!”
    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 ...
    Rated: +16
  • +40

    How to Deal Effectively with Objections

    How to Deal Effectively with Objections
    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 ...
    Rated: +40
  • +14

    How To Overcome the Smokescreen Objection

    How To Overcome the Smokescreen Objection
    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 ...
    Rated: +14
  • +12

    Twelve Fears That Stall The Sale

    The greatest obstacle in making a purchasing decision is fear. When it comes to selling, you better handle the prospect’s fear or it will handle you. 1. Fear of making the wrong decision. 2. Fear that the product or service will not perform up to their expectations. 3. Fear of being ripped off. (No trust) 4. Fear of putting their money ...
    Rated: +12