| |  Objections + Selling Skills | 178 articles |
| Page 1 of 2 | Previous | Next | TOM HOPKINS APRIL 22, 2010 Overcoming the “It costs too much” Sales Objection If you’ve been in business longer than a week, you’ve probably heard this objection from at least one potential new client: “It just costs too much.” Related posts: You Won’t Overcome Every Sales Objection. Closes Objections or Concerns Selling Skills closing sales overcoming objections sales objections Think it overOr, you might have heard it in this way, “I’m really interested but I think I can get it cheaper somewhere else.” Everyone wants a bargain, but not everyone [.] When Buyers Hesitate. MORE >> | SALES BLOG AUGUST 23, 2011  To Become A Master Salesperson, Master NON Selling Skills. To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. ” Most salespeople are taught some “system” of selling. Salespeople are so busy trying to manipulate the selling process, that they disengage the buyer. What is selling about? You can learn old world selling skills. MORE >> | RECENT POSTS MAY 20, 2013 | SALES BLOG
Jeffrey Answers a Question about Overwhelming Prospects with Data | Real World Sales Wisdom MAY 17, 2013 | TOM HOPKINS
The Uh-Price Nontechnique MAY 7, 2013 | SALES BLOG
Jeffrey Gitomer’s Deal of the Week #600 – Celebrating Sales Caffeine MAY 3, 2013 | THE SALES HUNTER
Friday Sales Leadership: Sunday Night Emails that Destroy a Sales Team APRIL 30, 2013 | THE SALES HUNTER
Securing Repeat Sales from Existing Customers with 2/2/2 APRIL 9, 2013 | THE SALES HUNTER
Does Your Sales Meeting Have an ROI? | | | | |
| TOM HOPKINS APRIL 22, 2010 Overcome the “I want to shop around” Objection Related posts: You Won’t Overcome Every Sales Objection. Overcoming the “It costs too much” Sales Objection. Closes Objections or Concerns Selling Skills closing closing sales handling objections sales closing sales objectionsHave you ever heard this from a potential client: “Okay. Well, thanks for the information. want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have. In most cases what are they really saying to you? [.] When Buyers Hesitate. MORE >> | TOM HOPKINS APRIL 22, 2010 When Buyers Hesitate Related posts: You Won’t Overcome Every Sales Objection. Closing Sales Objections or Concerns Selling Skills client concerns concerns handling objections overcoming objections sales closing sales objectionsYou’ve just invested the last 30 minutes of your day with someone who truly needs your product or service. You feel like you’re on a roll. That your product is truly good for them and they can afford it. It began when they explained what they were looking for when you first met. They answered [.] MORE >> | THE SALES HUNTER DECEMBER 26, 2012  Make 2013 a “No Excuse” Year Right now is the time to start organizing the key objectives of each quarter in 2013. Blog Consultative Selling Customer Service leadership Professional Selling Skills Prospecting Sales Motivation 2013 new year new years resolution sales goals sales motivationA new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013. MORE >> | THE SALES HUNTER MARCH 12, 2013  Is Cheap Price Hurting Your Sales? First, we’re changing how customers view and feel about the price-to-value relationship on what we sell. If this is the segment you are attracting, then not only are you selling at a lower gross margin, but you’re also increasing your cost of servicing customers at the same time. Blog pricing Professional Selling Skills discount discounting price MORE >> | | | | | | | |
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THE SALES HUNTER | SATURDAY, JUNE 16, 2012  Do You Have Prospects… Or Are They Merely Suspects?
No matter how you use this approach, the objective is the same — to validate if the person is a prospect or merely a suspect. If you’re serious about increasing the effectiveness of your sales prospecting skills, I will highly recommend you check out my Sales Prospecting Program. Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingHow many times have you spent too much time with what you thought was a great prospect, only have them wind up being a suspect? There are two ways you can validate a prospect. MORE >> -
THE SALES HUNTER | TUESDAY, FEBRUARY 26, 2013  Strategic Salesperson vs. Tactical Salesperson
And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. tactical salesperson is focused on the features of what it is they sell. The questions they ask are all geared around getting the customer to think and see why they need what it is they’re selling. The objective is for you to be seen as being different from other salespeople. Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. believe the difference is huge! MORE >> -
THE SALES HUNTER | FRIDAY, MAY 3, 2013  Friday Sales Leadership: Sunday Night Emails that Destroy a Sales Team
Your objective as a leader is not to pass information along to people. Blog leadership Professional Selling Skills email sales leadership sales manager 'Sunday evening for a lot of people is when they review email, catch up on loose ends and plan the week ahead. For sales managers, it is many times when they send out emails to the team letting them know about things and laying the groundwork for what is expected in the week to come. There is nothing wrong with sending emails Sunday evening of this type, but what you do have to watch is how the email will likely be received. MORE >> -
THE SALES HUNTER | TUESDAY, MARCH 20, 2012  Why You Should AVOID the Price Haggler
” If the person is merely raising a small objection over price, then you can certainly deal with it through your value proposition. Blog Professional Selling Skills pricing discount discounting priceAvoid the price haggler. If you give in, they’ll haggle you on everything. customer who wants to haggle over price many times will be the same person who will hassle you on everything else. Sure, who doesn’t want to close every sale? But be careful with the person who fights you during the buying process over price. Customers must see value. If MORE >> -
THE SALES HUNTER | MONDAY, JUNE 11, 2012  Sales Managers: Micromanage vs. Inspect What You Expect?
It is a fine line for any manager — the difference between breathing down your salesperson’s neck and making sure they are tracking toward their goals and objectives for the day, week, month, quarter and year. Blog leadership Professional Selling Skills sales leadership sales management sales manager sales quota sales teamToday we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team. MORE >> - What to Say When You Hear “I want to think it over” TOM HOPKINS | FRIDAY, NOVEMBER 16, 2012
- Confidence Sells THE SALES HUNTER | FRIDAY, FEBRUARY 1, 2013
- Giving more than lip service JULIE HANSEN'S SALES BLOG | TUESDAY, JUNE 12, 2012
- The “I can get it cheaper” Close TOM HOPKINS | FRIDAY, DECEMBER 10, 2010
- Ignore the Request for a Price Discount THE SALES HUNTER | TUESDAY, MARCH 19, 2013
- Your Sales Motivation and the Summer Selling Slump THE SALES HUNTER | FRIDAY, JUNE 1, 2012
- Best Time to Call a Hard-To-Reach Person: Top of the Hour THE SALES HUNTER | TUESDAY, FEBRUARY 26, 2013
- Avoid the Urge to Discount by Using Your Pipeline to Give You Confidence THE SALES HUNTER | FRIDAY, FEBRUARY 15, 2013
- Guest Post: Top 20 Reasons Why Sales Managers Suck at Coaching JONATHAN FARRINGTON'S BLOG | SATURDAY, APRIL 6, 2013
- Where’s the Beef? What Would Your Customers Say? THE SALES HUNTER | TUESDAY, OCTOBER 16, 2012
- Major Accounts vs. Sales Prospecting: Where to Spend Your Time? THE SALES HUNTER | THURSDAY, JANUARY 3, 2013
- Turn the Prospect into a Customer with the “Engagement Process” THE SALES HUNTER | FRIDAY, DECEMBER 28, 2012
- What’s New in the Sales World for 2013? THE SALES HUNTER | THURSDAY, JANUARY 10, 2013
- Your Prospect Knows More About You Than You Think THE SALES HUNTER | TUESDAY, OCTOBER 23, 2012
- Sales Leadership and Preparing for 2013 THE SALES HUNTER | FRIDAY, NOVEMBER 23, 2012
- VIDEO: Definition of Value? Better Check with the Customer! THE SALES HUNTER | SATURDAY, NOVEMBER 3, 2012
- Does Your Sales Meeting Have an ROI? THE SALES HUNTER | TUESDAY, APRIL 9, 2013
- Customer Stalling? Here’s What You Do. THE SALES HUNTER | THURSDAY, SEPTEMBER 27, 2012
- Why I Don’t Agree with Seth Godin on Why Businesses Buy THE SALES HUNTER | THURSDAY, MAY 31, 2012
- Sales Prospecting Using the Informed Calling Method THE SALES HUNTER | FRIDAY, JANUARY 11, 2013
- Never Offer a Customer An Open-Ended Price THE SALES HUNTER | WEDNESDAY, OCTOBER 24, 2012
- How To Ensure Success in 2013 THE SALES HUNTER | MONDAY, DECEMBER 10, 2012
- Securing Repeat Sales from Existing Customers with 2/2/2 THE SALES HUNTER | TUESDAY, APRIL 30, 2013
- What is a Fair Price? How About those Prices for Football Tickets? THE SALES HUNTER | TUESDAY, JANUARY 29, 2013
- Should You Be Making Cold Calls? THE SALES HUNTER | MONDAY, JUNE 25, 2012
- Time to Throw out the “Sales Trash” of 2012 THE SALES HUNTER | TUESDAY, JANUARY 1, 2013
- Do You Prep for the Call? You Should! THE SALES HUNTER | SUNDAY, MARCH 18, 2012
- You Must Have Specific Next Steps at the End of a Sales Meeting THE SALES HUNTER | MONDAY, SEPTEMBER 10, 2012
- Dealing with the Competition TOM HOPKINS | TUESDAY, NOVEMBER 2, 2010
- How to Set Quota A SALES GUY | MONDAY, JULY 16, 2012
- How Has Your Sales Process Changed? THE SALES HUNTER | TUESDAY, DECEMBER 4, 2012
- It's that time of year: "Call me back after the holidays." | Jeffrey. SALES BLOG | WEDNESDAY, DECEMBER 28, 2011
- Jeffrey Answers a Question about Overwhelming Prospects with Data | Real World Sales Wisdom SALES BLOG | MONDAY, MAY 20, 2013
- One Sure Fire Way to Waste Time in a Sales Meeting THE SALES HUNTER | THURSDAY, SEPTEMBER 6, 2012
- Is Negotiating Killing Your Profit? THE SALES HUNTER | MONDAY, MARCH 5, 2012
- Jeffrey Gitomer’s Deal of the Week #600 – Celebrating Sales Caffeine SALES BLOG | TUESDAY, MAY 7, 2013
- Having the Best 4th Quarter Sales Push THE SALES HUNTER | FRIDAY, OCTOBER 5, 2012
- Necessity is the Mother of … Selling SMART SELLING TOOLS | TUESDAY, APRIL 17, 2012
- “High-Profit Selling” Rockets Up as HOT Sales Book! THE SALES HUNTER | WEDNESDAY, MARCH 7, 2012
- Sell the Urgency of the Customer’s Timeline THE SALES HUNTER | FRIDAY, APRIL 27, 2012
- The Uh-Price Nontechnique TOM HOPKINS | FRIDAY, MAY 17, 2013
- Your Golden Ticket is Within Your Grasp. You May Already Have It. SALES BLOG | WEDNESDAY, JULY 18, 2012
- Real Estate Concerns: “We wanted another bedroom.” TOM HOPKINS | THURSDAY, JANUARY 24, 2013
- Sign Up For My Break Down Barriers Webinar: March 21st, 2012 SALES BLOG | MONDAY, MARCH 12, 2012
- Don’t Miss Out on The Year of The Webinar SALES BLOG | WEDNESDAY, MARCH 21, 2012
- Knowing When to Close the Sale TOM HOPKINS | TUESDAY, MARCH 16, 2010
- Sales Negotiation Strategies Checklist | Sales Motivation and Sales. THE SALES HUNTER | TUESDAY, JANUARY 10, 2012
- 11.5 Ways To Win Prospects And Contacts At A Networking Event. SALES BLOG | WEDNESDAY, OCTOBER 19, 2011
- Certified Sales Manager, Sales and Marketing, Sales Training, Executive Training Dubai, Job Training Dubai, Business Training TRAINING COURSES BLOG | SATURDAY, MARCH 26, 2011
- Percentage of sales success. How low can you go? | Sales Training. SALES BLOG | FRIDAY, SEPTEMBER 23, 2011
- 23.5 Characteristics of Trusted and Trustworthy People | Jeffrey. SALES BLOG | THURSDAY, NOVEMBER 17, 2011
- What are the biggest mistakes salespeople make? | Sales Training. SALES BLOG | WEDNESDAY, SEPTEMBER 7, 2011
- STAR Sales Managers Win More Sales STEVEN ROSEN | MONDAY, JUNE 11, 2012
- Sales 101 Alone Doesn’t Get The Job Done Anymore DAVE STEIN'S BLOG | WEDNESDAY, DECEMBER 1, 2010
- Salespeople Who Give Discounts are Not Salespeople THE SALES HUNTER | THURSDAY, NOVEMBER 8, 2012
- Customer Relationship Management: CRM Strategic Roadmap, Sales and Marketing, Sales Training, Executive Training Dubai TRAINING COURSES BLOG | SUNDAY, MARCH 6, 2011
- If a Salesperson Possessed Just Three Characteristics … JONATHAN FARRINGTON'S BLOG | MONDAY, MARCH 4, 2013
- When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability JONATHAN FARRINGTON'S BLOG | MONDAY, APRIL 16, 2012
- Sales Training in Dubai: Power Selling TRAINING COURSES BLOG | WEDNESDAY, FEBRUARY 16, 2011
- Do Prospects Lie to Your Salespeople Like the Airlines Do? UNDERSTANDING THE SALES FORCE | THURSDAY, NOVEMBER 15, 2012
- Referrals - Best Way To Get Is To Give | Jeffrey Gitomer | Best Sales. SALES BLOG | TUESDAY, JANUARY 3, 2012
- Missing on the "Secrets to Developing Successful Sales Managers" UNDERSTANDING THE SALES FORCE | THURSDAY, FEBRUARY 21, 2013
- 4 Things to Do Right Now to Get Better Sales Prospects | Sales. THE SALES HUNTER | TUESDAY, JANUARY 31, 2012
- The Myths Behind the Myths of Sales Training INCREASE SALES | FRIDAY, SEPTEMBER 21, 2012
- Starbucks | Top Sales Trainer | Best Sales Trainer | Top Leadership. SALES BLOG | SUNDAY, FEBRUARY 27, 2011
- 5.5 Elements To Think About When Presenting | Jeffrey Gitomer. SALES BLOG | TUESDAY, FEBRUARY 14, 2012
- Here Are The Dumbest Questions Salespeople Ask � And Why. SALES BLOG | THURSDAY, APRIL 21, 2011
- 10.5 Attitude Buster Remedies | Sales Training | Leadership. SALES BLOG | MONDAY, AUGUST 15, 2011
- How to Delight | Top Sales Trainer | Best Sales Trainer | Top. SALES BLOG | MONDAY, FEBRUARY 21, 2011
- For the love of sales, not the love of money | Jeffrey Gitomer's Sales. SALES BLOG | FRIDAY, JULY 29, 2011
- Sales role plays – time for an update SALES TRAINING CONNECTION | FRIDAY, FEBRUARY 17, 2012
- 20.5 Attitude Gems For You To Read And Study | Jeffrey Gitomer. SALES BLOG | TUESDAY, NOVEMBER 15, 2011
- Three (more) fine lines of selling. | Top Sales Trainer | Best Sales. SALES BLOG | TUESDAY, MARCH 22, 2011
- 4.5 Ways To Earn A Testimonial | Jeffrey Gitomer's Sales Blog. SALES BLOG | FRIDAY, APRIL 29, 2011
- 8 Things You Have in Common with Aaron Rodgers and Tom Brady. THE SALES HUNTER | FRIDAY, NOVEMBER 25, 2011
- Take Stock: Gain A Realistic View Of What You Have Achieved. SALES BLOG | THURSDAY, MAY 5, 2011
- The Complexities of Selling Technology to Business THE PIPELINE | FRIDAY, FEBRUARY 1, 2013
- Matching Your Needs to Your Sales Trainer DAVE STEIN'S BLOG | WEDNESDAY, MARCH 14, 2012
- Jeffrey, I want to know, what do YOU do to maintain success. SALES BLOG | TUESDAY, JUNE 28, 2011
- Sales Skill-Sets vs Sales Tool-Sets SMART SELLING TOOLS | TUESDAY, MARCH 19, 2013
- What should a business lunch consist of? | Jeffrey Gitomer's Sales. SALES BLOG | TUESDAY, JULY 26, 2011
- Have You Built a Pathway to Profitability with Your Best Customers? JONATHAN FARRINGTON'S BLOG | WEDNESDAY, MARCH 20, 2013
- Every Great Salesperson Was Once a Beginner | Jeffrey Gitomer. SALES BLOG | FRIDAY, JANUARY 6, 2012
- Relationships and Referrals | Top Sales Trainer | Best Sales Trainer. SALES BLOG | FRIDAY, FEBRUARY 18, 2011
- Why Salespeople Fail – Plus a Free Sales Health Check JONATHAN FARRINGTON'S BLOG | WEDNESDAY, MARCH 14, 2012
- How Are You Using The Power of First Impression? | Sales Training. SALES BLOG | WEDNESDAY, AUGUST 17, 2011
- What are you learning? How are you learning? | Best Sales Trainer. SALES BLOG | TUESDAY, NOVEMBER 1, 2011
- Sales – the importance of internal champions SALES TRAINING CONNECTION | FRIDAY, SEPTEMBER 28, 2012
- Debunking the Myth of "Inside Sales" | Sales Motivation and Sales. THE SALES HUNTER | WEDNESDAY, JANUARY 25, 2012
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