Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price [...]

Knowing how to handle objections from clients begins with anticipating their concerns.  Your attitude at the start will directly affect your sales at the end of the day. Be enthusiastic.  Know how your product or service can add  value to your customer by either saving him time and money, by eliminating stress and waste, or [...]

As a sale representative there are occasions when you will face opposition from a prospective client.  This article will provide you with some specific tools and guidelines to use when you are faced with the dilemma of how to handle objections. To begin with, concerns from customers are a part of sales, and it is [...]

Many sales reps struggle with objections from their clients. One of the most common is that dreaded phrase: “I don’t have the money, and right now I just can’t afford it.” At this point, many sales reps give up and tell the client to call when they do have the money, which is usually never. [...]

To see a fresh approach about how to handle objections during a sales presentation, smart sales professionals can take lessons from smart politicians. You share a lot of goals with them, but they have one big drawback that most marketers never face; the politician has nothing real to give the person at the time he [...]

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the sales profession. In fact, one of the rewards of a successful sales career is the stimulating learning process – it’s never dull unless [...]

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your [...]

If a prospect does not understand the products or your proposition, it would be useless to continue an attempt to sell without first clarifying what is being presented. So when an objection indicates that the prospect lacks understanding, you need to become an educator, or a teacher. Action Step: Ensure that you are able to [...]

In my previous post (The difference between excuse and objection) I was talking about how we need to make a clear distinction between a genuine objection versus excuses and postponements. Today I will take this conversation one step further. Having discovered the need to identify objections and deal with them appropriately, it is also important [...]

When it comes to selling, what, exactly, is an objection? If we can truly understand what we’re dealing with when a prospect makes an objection, then it will be easier to handle and use to your advantage in the appropriate situation. Not all objections should be received as a negative blow to your sales presentation. [...]