Many sales reps get thrown off their pitch when a prospect objects to something early on during the close. For example, if when talking about the price of a product or service, the prospects says something like, “Oh, that’s way too much,” many sales reps don’t know how to respond – and often do the […]
How to Handle the “Status Quo” Objection
As you know, I often get emails from readers of my ezine, “Secrets of the Top 20%”, asking me how I would handle various selling situations and objections. Someone sent in a request asking me how to deal with the, “We are used to the status quo and don’t want to make waves” objection. This […]
Could you nominate me?
Would you take a minute to nominate me for the AA-ISP’s “Top 25 Most Influential Inside Sales Professionals for 2016”? If you’ve benefitted from either the scripts, videos or other products I offer, then I would really appreciate it if you did. Simply follow this link: Click Here You’ll need this information: First Name: Mike […]
How to Qualify an Influencer
If this were a perfect world, when prospecting and qualifying we would always get to speak with the decision maker and, while questioning them, we would discover that they were looking for our solution, and that they have the budget and authority to make a decision. Furthermore, when asked about their timeline for making a […]
Handling Objections When Requalifying
As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on. When I make this suggestion, I get a lot of pushback from sales […]
How to Overcome the, “My relative handles that for me” Objection
If you’re in B2C sales (business to consumer), then you’ve no doubt gotten the objection, “My relative handles that for me, and I wouldn’t be interested in changing.” In B2B sales (business to business), this objection often manifests as, “We’ve been doing business with X for years and we get the best (rates, service, etc.) […]
How to Overcome the, “Market, Industry, Economy is bad…” Objection
You hear it all the time: “I/we can’t do anything now because the _________ (fill in the blank with market or economy, or company, or industry, or budget, etc.) is down.” And the crazy thing is that sales reps actually buy into that objection! I guess if you’re not prepared to overcome it with a […]
Qualifying for Budget
Nowadays, there seems to be a raging debate about when – and even whether or not – to qualify for budget. The new thinking seems be driven by the fear that “until we give the value of what we’re offering (meaning the demo), it’s too soon to talk money. Prospects will just say they can’t […]
NEXT – The Most Important Word In Sales
I was talking to a real estate agent the other day about the importance of disqualifying leads, and he told me an interesting story about their office’s top producer. He was talking to her one day and asking her what she did that made her so successful. She said her secret could be summed up […]
Ask for the Sale Five Times – At Least!
How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coca Cola? Perhaps I should say how many times a DAY do you see one? Now you’d think that people already know about Coca Cola, but did you know that Coke still spends billions […]