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Priorities vs. Objectives

The Pipeline

If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs.  One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.  By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Well maybe. Join Now!

Handling Objections When Requalifying

Inside Sales Training Blog

Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on. But if I ask for the deal before I’ve given the presentation, before I’ve given the value, they’ll just say no!” is the most common objection I get. Cold Calling Scripts Overcoming ObjectionsThere are several ways to use a trial close.

10 Ways to Overcome a Customer’s Objection

The Sales Hunter

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Ask the customer to share with you more insight as to why they raised the objection. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills handling objections objections sales motivation sales tipsHere are 10 responses to consider: 1. always say it’s not the […].

Setting Objectives to Win

Jonathan Farrington

For a long time the only objectives I used for Major Accounts were very specific business objectives – “ We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%.” ” Then I began to understand that these business objectives were not enough. Multi-level objectives have proved very powerful in winning and keeping business. There are four levels of objectives, which together excite and motivate the team and at the same time are also very practical. The third level is the level of business objectives.

Use This Example To Nip Early Objections In The Bud

MTD Sales Training

Objection Handling dealing with objectionsWe 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. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

What the Price Objection Really Means

Inside Sales Training Blog

Of all the objections sales reps get, the “price is too high” is still number one on the list. But be careful because the price objection doesn’t always mean that your prospect can’t afford it. In fact, the price objection is often the biggest smokescreen objection of all – meaning that prospects throw it out to hide what the real objection is. Top producers know how to go beyond this smokescreen objection and uncover what the real objection is. Cold Calling Scripts Overcoming Objections Prospecting & QualifyingBudget, right?

How to Overcome Prospecting Objections Now

Cold Calling Results

Whenever I’m working with a client or conducting group training or coaching sessions, most of the questions that clients ask are about responding to objections. They think they want a great response to an objection but what they should really be asking is, “How do I make my introduction more compelling?” poor introduction can actually cause a prospect to respond with an objection.

Overcoming Price Objections – Infographic

MTD Sales Training

Time and time again sales people come up against price objections and too often they are not able to overcome these objections to close the sale. So how do you overcome price objections? Objection Handling overcoming objections overcoming price objections price objectionsTake a look. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Best Non-Sales Video Ever on Handling Objections

Understanding the Sales Force

The best of the bunch is the last one, featuring Bill Whittle, on handling two real-world objections. Dave Kurlan sales objections bill whittle Obama romney best sales video In the past few weeks, I have written a lot about some of the top articles of 2014, but today I want to highlight 8 top audios and videos from the past year. If you watch only one video all year, this is the one!

Do This First to Overcome Sales Objections

The Sales Hunter

Your customer needs what you have to offer, you’ve had what you feel is a very productive sales call and then boom — the customer hits you with an objection. The timing of the objection couldn’t be worse, or at least that’s what you thinking, because you thought you would be able to close […].

Here Is One Interesting Way To Deal With An Objection…

MTD Sales Training

Often in a meeting, you’ll get to the point where the prospect brings up an objection. Objection Handling best way to deal with objections how to deal with objections This is the point where the disadvantages of your solution or concerns they have about it outweigh the benefits. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Objection? Buying Signal? Maybe Neither–Maybe You’re Being Put Under the Microscope

Sales and Management Blog

We are all familiar with the concepts of qualifying the prospect, investigating needs, developing a solution and creating real value for the prospect, overcoming objections, and the other aspects of making a sale.  We then view the prospect’s questions as either worrisome objections that are nothing but a smokescreen or are out-n-out buying signals.  The traditional terms sellers think in—overcoming objections, closing the sale, etc.—tend Yet the prospect’s qualifying the seller and the seller’s value/solution is the crux of the whole sales process.

A Perfect Way to Handle Objections, Challenges and Push Back

Understanding the Sales Force

Even when they are aware that today, a consultative approach to selling is necessary, and even if they actually use a consultative approach, all too often, this is what happens: Dave Kurlan Consultative Selling handling objectionsWe watched the GOP Debate last night (I know the photo is from an earlier debate). Consider the majority of salespeople and their single biggest skill gap.

Stop Trying To Overcome Objections

MTD Sales Training

Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections. You may not like sales objections , but let’s face it; if prospects did not object, you probably would not have a job.

How Your Marketing Turns on Sales Objections – Part 04

Increase Sales

If you have been following the posts for this week, you will notice all cover sales objections that are created by poor marketing.  In some instances, marketing that worked in the past no longer works today because buyers are far more educated before they engage in any sales conversation. Price – The Fallback Sales Objection. Apples Versus Oranges Sales Objections.

Setting Objectives to Win

Jonathan Farrington

For a long time, the only objectives I used for Major Accounts were very specific business objectives – “ We will increase turnover by X%”. “We will introduce two new programmes and increase our profitability by Y%” I began to understand that these business objectives were not enough. Multi-level objectives has proved very powerful in winning and keeping business.

Sales Objections, Off Message and Achilles’ Heel

Increase Sales

In today’s world of 30 second sound bites to better informed prospects, sales objections may get you, the salesperson, off message and thus by being off message may become your Achilles’ Heel. Sales objections,why your potential customer will not buy from you right now, have always been part of the sales process.  Share on Facebook.

How Your Marketing Turns on Sales Objections – Part 02

Increase Sales

Eliminating sales objections is one of the goals to being a top sales performer. However for many small businesses including real estate agents (yes you are a business even if you work with a broker) to small business coaches, their marketing messages unfortunately creates sales objections. The Sales Objection of Your Company. Commonality of Marketing Message. Business Ethics.

Ten Ways to Soften the Price Objection and Keep Pitching

Inside Sales Training Blog

Many sales reps get thrown off their pitch when a prospect objects to something early on during the close. The wrong thing in this case is to stop and try to overcome the objection. Instead, a sales rep should retain control of the call, soften this objection and move on to build more value. And you can do this by using one of the rebuttals above to soften the objection.

Aligning Customer Objections to the Buying Process

Sales Benchmark Index

One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. Talented sales reps will use this customer insight to expertly handle customer objections. Further your tool box by downloading the Uncovering Objections Guide. Seem too good to be true?

3 Tips to Overcome Cold Call Objections

DiscoverOrg Sales

Join Steve Bryerton  8/11 at 10 am PST for the webinar “Cold Call Objections: How to overcome the most common objections.” ” For additional tips and tricks to improve your cold calling efforts, check out our blog on preventing cold calling objections. “Every battle is won before it’s ever fought.” – Sun Tzu. Prepare and Practice. Click To Tweet.

Is A Sales Objection An Unanswered Question?

MTD Sales Training

Objection Handling advice on how to handle objections how to deal with sales objections When we ask buyers what they look for in their suppliers, we often get a response along the lines of ‘we want someone we can trust and makes us look good in some way’. This is a fairly obvious. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

The Only Real Objection to an Appointment

The Sales Blog

There are only four or five objections to a meeting, and they boil down to one big issue. First, the objections. The first objection you should expect to hear most often is that your dream client is happy with their present provider. But this objection works, and you should expect to hear it. This objection is a way to get rid of salespeople. We Are Happy.

The Secret to Overcoming Objections: Don’t

Keith Rosen

Because aside from uncovering each of your buyer’s priorities, challenges, expectations and objectives, you have also made them an internal advocate. What Is An Objection Anyway? Here’s a friendly reminder of the definition of an objection. If you stop and think about it,  with the top objections you hear, is the person actually saying, “No?” The price is too high.

How to Handle the “Status Quo” Objection

Inside Sales Training Blog

As you know, I often get emails from readers of my ezine , “Secrets of the Top 20%”, asking me how I would handle various selling situations and objections. Someone sent in a request asking me how to deal with the, “We are used to the status quo and don’t want to make waves” objection. Cold Calling Scripts Overcoming Objections Prospecting & Qualifying

Sales Tips: Handling Buyer Objections

Customer Centric Selling

Sales Tips: Handling Buyer Objections. While attending my initial sales training at the start of my career, there was a fair amount of time spent on handling buyer objections. It amounted to: Showing empathy while acknowledging the objection: “I understand how you feel.”. believe sellers often get objections while making product pitches. Buyers may get resentful.

Objections: Why They Occur & How You Can Prevent Them In The First Place

MTD Sales Training

If there is one question that occurs the most on our sales programmes, it has to revolve around dealing with objections. Objection Handling dealing with objections how to handle objections objection handling in sales Many delegates say that if they could just have the magic wand to overcome. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Do We Need to Keep Discussing Objection Handling?

Jonathan Farrington

In this scenario, if we are able to satisfy all of their needs, it is highly unlikely we are going to encounter many objections – if any. This was a typical reactive sales opportunity, and after thorough qualification I not only matched your needs, but left you with no opportunity to raise an objection. Too much on this topic in one day and someone is bound to object! Excited?

The Objective Seller #webinar

The Pipeline

The Objective Seller Webinar. The webinar will discuss how all businesses have objectives relating to their market, their commerce, and their opportunities. Focusing on those objectives, and how they impact and are impacted by the commerce environment our clients compete and live in will drive more and better sales for all. Date: July 17, 2014 at 1:00 PM Eastern.

The Confusion Path Between Sales Objections & Qualifying Customers

Increase Sales

Some recent social media discussions revealed there exists significant confusion about sales objections.  Usually the small business owners to even those in sales management must integrate marketing activities with selling activities and thus begins the sales objections confusion path. Many sales are made without sales objections.  Wants or needs for your solution.

Common Sales Objections: Interpreted and Translated.

The Sales Blog

Common Sales Objections: Interpreted and Translated. Here is a translation to the objections you heard and what they really mean. “I already have a provider.”. But you won’t call, and if you do you’ll take this same objection again every quarter.”. Yes, you still need to know how to overcome objections, especially when it comes to prospecting. Overcoming Objections Sales 3.0 Brochures Common Sales Objections Glossy Brochures overcoming objections Prospects Sales Objections is a post from: The Sales Blog | S. Anthony Iannarino. Today!

Dealing With the "Current Vendor" Sales Objection

Jill Konrath's Fresh Sales Strategies Blog

Here''s a typical exchange between a prospect and a salesperson when this common sales objection is raised: Prospect: "We''re already working with xyz firm.". Sales Objections Seller: "Oh. How are they doing for you?". Prospect : "They''re okay.". Seller: "What will it take to get you to switch?". Prospect: "We''re not interested." Click! Clearly, that''s not working.

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

MTD Sales Training

Within this video you will learn that there are only 2 types of sales objections out there. Sales Tips respond to objections responding to sales objections sales objections Do you know what they are and do you know how to respond to them? Happy Selling! Sean McPheat. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Still Getting Economy Objections? Try This Approach

MTD Sales Training

A sluggish economy gives prospects a ton of objections and reasons to stall. The main reason sales people have such problems with econojections is that they are not objections at all. Unlike an objection, a condition presents a situation or set of circumstances that you cannot change or affect. Economy Objection or Economic Strategy. Ok, So Now What? Probably not. link].

The First Sales Objections Suggests What?

Increase Sales

Sales objections happen every day from the smallest ones to the largest of the largest ones.  Travel back to the first sales objection in your  most recently “earned” sale. Yet upon further reflection, I have come to realize the first sales objections suggest my marketing was not effective.  What was the essence of that barrier not to buy? My company. My solution.

How To Handle The “No Objection,” Objection

MTD Sales Training

You foresaw every objection and stall well ahead of time and you eliminated those objections before they even came up. Still, the prospect objects. The prospect objects and admits that he does not really have an objection. The No Objection Objection. The fact is that many people will object, simply because there is no objection. link].

Handling Objections – Infographic

MTD Sales Training

One of the biggest hurdles facing sales people is the objection raised from the prospect. Using the tactics in our infographic below, handling objections will now be a doddle! MtdBlog Objection Handling communication sales barriers TO DOWNLOAD THE FULL. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Translating Price Objections

The Sales Blog

Translating Price Objections is a post from: The Sales Blog | S. You thought you heard a price objection. Final Offer High Price Justified justify your price Low Bid negotiation Price Negotiation price objection Professional Buyer Value Capture Anthony Iannarino. Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. Your price is higher than your competitors. Translation : I don’t perceive the value and you haven’t differentiated that value. need you to sharpen your pencil. Translation : I can’t justify your higher price.

The causes of objections when selling insurance

The Science and Art of Selling

Hence, there exists in most people a strong predisposition to object to proposals which they think will commit them to an unaccustomed course of action, or which will necessitate a rearrangement of ideas. It is, of course, difficult to determine the real basis of objections in any individual case. However, in. Dislike for the agent — the agent’s attitude may not be pleasing.

A Different Way To Deal With Objections

MTD Sales Training

Why do objections occur? Objection Handling better way to deal with objections handling objections how to handle objectionsIt’s an age-old question that gets salespeople crying into their beer. There are, naturally, many reasons why they come up, but they tend to revolve around one main. [[ This is a content summary only.