Sales Objections – How to Have Fewer Objections Come Up
Of course, I said before that if you had a perfect product (or service) and gave a perfect presentation then sales objections would not come up. It follows from that, that the better you understand...
View ArticleSales Objections Overruled
Hi, just read this post and liked Craig’s comments about “Blocked at the Gate” Greg http://www.managesmarter.com/msg/content_display/sales/e3ic693b2e714b022aa71a7117730321b54 Sales Objections Overruled...
View ArticleSales Objections – Do you know what their Problem Is ?
We are all taught as salespeople to solve problems, deal with sales objections and we’ll get the order. Even Tom Hopkins has been known to say that we, as salespeople, are PPss = Professional Problem...
View ArticleSales Objections – A Lesson from MLM
It’s not often I find things to be enthused about with MLM, maybe that’s just me. However, I stumbled across a post today from an MLMer and thought much of the advice given about handling objections...
View ArticleSales Objections – Last Ditch Recovery
This is a wonderful last-ditch retort. You’ve been consulting with your prospect or client for some time. No resolution, no sale. You’ve run out of things to say. Then you say, “What’s the one question...
View ArticleSales Objections and The Contrast Frame
In terms of answering sales objections sometimes it’s good to use contrast to your advantage. On my website I have some pages relating to Robert Cialdini’s influence patterns from his book...
View ArticleSales Objections – Are They Really Buying Signals.
It has been a strongly held belief that sales objections are buying signals. Well they can be and sometimes they are not. Sometimes they are an example of sloppy saleswork being done early in the...
View ArticleSales Objections – a video to watch
I do not agree with all that is said in this video but some of it certainly makes good sales objections handling sense. I certainly do not agree with delaying dealing with objections till the end of a...
View ArticleSales Objections – Are They Really Objections ?
Like most everything else in life sales objections are about how we frame them more than they are about reality. Everything that happens to us is coloured by our perception of it. Our perceptions are...
View ArticleSales Objections – Scripted Responses
I am a strong believer in a sales person knowing what sales objetions they typically get. I believe this is important for two reasons: it highlights what you are not doing / covering earlier in a sales...
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