Qualifying for budget, or handling objections around budget and money, are areas most sales reps feel uncomfortable in. To start with, I’ve heard many sales reps tell me that bringing up budget or money on a qualifying call is not only uncomfortable, but that it’s inappropriate as well. They say, “I haven’t given any value […]
Ten New Ways to Handle the “I Need to Think About It” Objection
How do you currently handle it when your prospect gives you the stall, “I need to think about it”? If you’re like most sales people, you might give a wimpy, half-hearted response and then ask when you can call them back. That doesn’t feel too good, does it? Let’s face it, whenever you get this […]
Six New Ways to Handle: “I need to talk to my boss/partner/corporate” etc
The stall, “I need to speak with someone” is as old as “The price is too high” objection. Despite it being around before all sales reps working today were born, most still have trouble overcoming it. You’d think that with all the good rebuttals and techniques that have been written for it they might have […]
If Closing Sales is the Problem, a Webinar is the Answer…
By Guest Author: Erik Luhrs, The Bruce Lee of Sales & Lead Generation I get asked a lot of questions about sales. It’s kinda my job. But the main question that everyone asks, in one form or another, is “How can I close more sales?” After all, at the end of the day that is […]
How to Deal Effectively with the Influencer
So many closing situations now come down to pitching to and trying to influence an influencer, that it’s time to teach the proper way of doing it. A couple of things first. An influencer is defined as someone who is involved in some way in the decision process – they either help make the decision, […]
A Farewell Story about Stan Billue
As some of you may know, Stan Billue, “Mr. Fantastic,” passed away yesterday, May 11, 2015, of pancreatic and liver cancer. In the 1980’s, Stan was my mentor, and I attribute much of my early success to his sales training materials and techniques. Later, in my career as a sales trainer, Stan and I became […]
Ten New Ways to Handle the Objection: “The Price is Too High”
The price is too high is an objection that is as old has humanity itself. If you think hard enough, I’m sure you can see the ancient Egyptians walking around an outdoor marketplace haggling with sellers using this very objection. And if you think even harder, you can probably envision weak sellers dropping their prices […]
Five New Ways to Handle the “We’re Currently Working With Someone.”
If you’re selling one of the more popular products or services on the market (and who isn’t?), then you probably run into this blow off all the time. Like most brush offs, prospects like to use this because it works – unprepared reps usually respond with a feeble: “Oh, O.K, well, could I call you […]
Five New Ways to Handle, “I’m too busy”
Of all the brush offs you get while prospecting, the good old standby: “I’m too busy to talk now,” is right up there with, “I’m not interested,” and “Just email me something.” The reason this is such a popular response with prospects is that most sales people don’t know how to handle it, and so […]
How to Handle: “I haven’t looked at the information yet.”
Of all the objections sales reps get when they call a prospect back to close them, this is perhaps one of the most frustrating – and the reason is because it’s usually caused by the sales rep! Here’s what happens: Sales reps send an email or brochure or link about their information out to a […]