Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the objections are. Call on a thousand average people to whom your proposition is salable. You’ll find the same objections on the lips of [...]

You as a salesperson should give every opportunity to the prospect to ask questions and make objections if she is inclined to do so. It is desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are [...]

In my previous article I was talking how If you live by price – you will die by price. Let’s talk further about how to close the deal without discounting. If you base your offer on your price only, there is a good chance that someone will have lower price than you, or you can [...]

There are some things that you should try to emphasize when dealing with a pricing objection: Stress the value of ownership versus the cost of purchasing. Stress the value of the service versus the cost of the service. Stress the value of long-term benefits versus the up-front costs. Stress benefits rather than features. ———- Subscribe [...]

Download our free Crash Course We’ve all heard the saying “you win some; you lose some”. And it’s true. But as a successful salesperson you’re not interested in settling for winning SOME of the deals and simply accepting that you’ll lose a few as well, just as a matter of course. A successful salesperson will [...]

The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to recede easily from [...]