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 [...]

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 [...]

“Should I follow a script when cold calling?” A few of the benefits of using a script are:  You can practice reading from it before you call to help you sound more knowledgeable, professional, and in control The script contains a list of common objections, with suggested responses Reviewing the script will allow you 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 [...]

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 [...]

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 [...]