How to Overcome Objections (without sounding like a jerk)

Objections, Self Motivation

How to overcome and answer objections is a constant quest for salespeople. The problem is that most sales training and cold calling training gives objections rebuttals. These are ridiculous since they tell the prospect they are wrong, which is NOT the way to win...

Responding to “I’m already buying from someone”

Objections

An Eloan.com TV commercial showed a real estate agent asking her new homebuyer customers, “So, have you shopped for your mortgage yet?” The wife responded, “Yes, we have a mortgage broker.” The agent’s response: “Oh. How do you know...

How to Blow Away that Objection You Always Get

Objections

While listening to a rep’s calls in preparation for a client training program I heard him say, “…and right now you might be thinking that since you are in a contract with a supplier that would hold you back. Here’s how others have handled...

A Simple Way to Answer Objections

Objections

The simplest techniques can be so effective. Especially as it relates to dealing with resistance and objections. No need to “rebut” the objection with some goofy technique that is adversarial. This is so easy, anyone can do it. While listening to calls in...

Reacting to Statements that Just Don’t Make Sense

Objections

"Sounds like something we might look at, we’ll review it, then go from there." What? What was just said there? It was a Fuzzy Phrase, and how you react determines if you move them forward or, they stall you. See how to handle these in this video....

Selling at Full Price When there is Resistance

Objections, Sales Recommendations (presentations)

I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the other, but I liked it more, and the sales rep knew that. After I hemmed and hawed awhile about hesitating because of the price, he said, "Two years...