SALES RESOURCES - SELLING TECHNIQUES, SALES TOOLS, SALES TIPS ...

Never Encounter The Price Objection Again ... Guaranteed!

Most of you run into the price objection every day that you are in sales. In this episode of the Sales Management Minute, learn how to never experience the price objection again. View Episode!

A World Without Objections

Imagine a world without objections. A world where everyone is interested, no one is too busy, and all are unhappy with their current provider. A world in which no one questions what you present, raises concerns, or disagrees with anything you say. What could possibly be wrong with such a world? Plenty. For starters, it would diminish your value as a salesperson -a huge part of which derives from dislodging a prospect from the grips of a competitor, or from the inertia of the status quo. Such activity involves dealing with all sorts of objections. Removing objections from the equation would make selling easier - so much so that it would either obviate the need for skilled, high-priced talent like you, or eliminate your companys rationale for paying you the level of salary, and offering you that aggressive incentive compensation plan they do. Anyone can "sell" a cooperative, passive, willing, prospect. The true pro gets paid for selling the uncooperative, the difficult, the ch

Avoid The Goofy Objection Rebuttal

I was in line at the local chain bookstore (not the one going out of business) with several books. The counterguy started to process the transaction and asked the question I heard him pose to the three people I watched check out in front of me. "Do you have one of our discount cards?" "No," I replied. This is a card that they sell for $25 annually that gives you 10% off purchases. Being the math wizard that I am, I calculated that just the breakeven on the card is $250 worth of purchases yearly. I might already spend that amount at this store but I also buy a ton from Amazon, or whatever airport bookstore I wander into, so I had already decided I wasnt going to get one. And, I was in a hurry, plus there were plenty of people behind me I didnt want to hold up. "Would you like to get one?" "No, Ill pass, thanks." Then he used it: What I call the Goofy Objection Rebuttal Technique. "Dont you like to save money?" My first, unspoken reaction was to say, "And d

Overcoming The Dreaded Price Objection

Objections are a natural part of the sales process. Yet, after 15 years of working with sales people I have found that many have a difficult time dealing with price objections. Here are a few strategies that will help you overcome price objections more effectively. First, it is critical to know that price is not the primary reason make their buying decision. I have written several articles about this topic before but unfortunately too many sales people fall prey to the myth that price is the only reason people buy a product or service.. While this may be the case in some situations, it is seldom the focal point of persons final buying decision. Unless you are dealing with someone whose sole focus is to get the lowest price (and that does happen), the best strategy is to effectively demonstrate the value of your product or service. Simple in theory; however, difficult to execute. Many sales people use an approach that is ineffective. They fail to clearly demonst

How To Handle The Skeptical Prospect

Its common knowledge that prospects are a lot better-informed nowadays than they were ten, or even 5 years ago about solutions to the problems they encounter, and for the objectives theyre looking to achieve.allnbsp; The easy availability of information on you, your company, and your competitors has shifted the balance of power away from us sales people, and towards prospects.allnbsp; No longer can we count on prospects to accept every claim we make at face value; we need to be able to convincingly support them.allnbsp; This is particularly pertinent if you or your company are an unknown quantity (youre a start-up, youre entering a new market, such as a new vertical, or new geography), or if your company is a known quantity, but has had some bad press lately.allnbsp; The onus falls on us to back up our claims; if we dont, its just too easy for prospects to move on to a competitor with whom they feel more comfortable.