One of my readers sent me two objections he’s struggling with and they are: “We need to do some research first,” and “I don’t make a decision on the day,” or the variation: “Do you expect me to make a decision, like, now?” Two interesting objections and two that are easy to handle – if […]
How to Handle, “My supplier is my friend/brother/long term relationship, etc.”
I often get asked the question of how to handle the objection: “My supplier is my friend/brother/long term relationship, etc.” While this is, at first glance, a seeming difficult objection to overcome – and sometimes, if it’s true, won’t be overcome right away – there are ways to position yourself to earn some of the […]
How to Use Assumptive Statements
Want to make your presentations instantly better? Then invest some time and change your closed ended, weak closing statements and questions into powerfully persuasive assumptive statements that lead your buyer to make the decision you want them to make. Assumptive questions are just that – they assume an answer rather than ask it, and in […]
How to Handle the References Stall
How do you handle it when a prospect asks you for a reference? Do you dutifully provide them with a list of clients they can call? And, if you do, how many of your prospects actually call those references? More importantly, do those prospects that call references ever close? In my experience when a prospect […]
What the Price Objection Really Means
Of all the objections sales reps get, the “price is too high” is still number one on the list. And it makes sense, doesn’t it? I mean think about your own purchases – whether you’re in the market for a new car, a new house, or even a dinner out with the family – what’s […]
How to deal with, “I’ll have to speak with…”
There are a few objections that seem – at first glance – almost impossible to overcome: “I want to think about it,” is one of them – but a close second has to be the “I’ll have to speak with….” someone else – a supervisor, regional manager, spouse, etc. In this case, like the one […]
The Only Qualifying Question You May Need
I was working with a client the other day listening to one of their rep’s qualifying call, and when the rep presented the cost of the product and asked if that fit within the prospect’s budget, the prospect gave an interesting answer. She said: “Well maybe, but it depends. I’ll have to first see if […]
How to Overcome the “We tried it before and it didn’t work” objection
Years ago when I first learned how to close sales over the phone, my manager got all the sales reps in the conference room and drew a big circle on the board and put a bull in the middle of it. Then he used his eraser to break the circle, in effect creating openings for […]
How to Follow-Up with Prospects and Win Business
A while ago, my wife and I renovated our new home, and as part of this grueling process we had to get many quotes from all different kinds of people. This ranged from window replacement people, plumbers, electrical contractors, painters, tile companies, contractors, fine craftsman, window treatment companies – the list seemed endless. After they […]
Closing Questions to Isolate the Objection
One of the most effective ways to deal with objections or stalls is simply to ask questions and isolate them. This works because many objections you get when closing are not actually objections at all – instead they’re smokescreens hiding what the real reason or objection is. The reason sales reps have trouble with them […]