How to Avoid Data Dumping, and Creating Objections

Objections

Many sales reps “data dump.” That is backing up the truck and dumping out everything they know about their product or service on the prospect or customer. Of course, just as if someone had the load from a real dump truck poured on them, that is not a good...

One of the Best Objection Responses I’ve Ever Heard

Objections

I recently heard one of the greatest questions of all time to use in response to an objection. And it wasn’t on a sales call. And it wasn’t really an objection, but we can adapt it. It was a television interview done with Facebook CEO Mark Zuckerberg. I had...

How to Handle the Quick Brush Off

Objections, Resistance and Rejection

At a prospecting training seminar for a client I was asked what to do with a prospect who blows you off the phone even before you can get your opening statement out of your mouth. Do you just call back right away and act like you were disconnected, the participant...

A Great Objection Technique

Objections, Uncategorized

We had a member in the Smart Calling Community group ask about what others put in their “objections answer book.” I weighed in with how I’m not a fan of ”objection books” or ”objection rebuttals,” since a direct response is not addressing the reason they...

50 Shades of Delay

Objections

This is hotter than the original movie or the sequel. Get the free accompanying ebook with all of the examples.

Answering “I’m happy with who I’m buying from”

Objections

Every prospector hears “I’m happy with my supplier,” or “We’re all set.” There’s a right way, and a wrong way to handle that, IF you want any chance of getting them...