Do you want to be a top producer in sales?
If yes, then do what I did: Get the best training you can and use what you learn.
Enroll yourself or your team in next week’s 7-week online training program. See it here.
All sessions are recorded so you can watch—and re-watch them—at times that are convenient for you!
Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”
If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer it or overcome it. Why? Because 80% of the time this objection is just a smokescreen hiding something else. And until you find out what’s really holding your prospect back, you’ll just go around and around in circles.
Sound familiar?
So here’s what you need to do: Isolate the objection “before” you attempt to overcome it. Here’s a simple technique that will allow you to do just that:
Whenever your prospect says, “That price is outside of our budget,” simply respond with:
“And besides price, what else might hold you back today?”
And then hit your MUTE button and Listen very carefully for the real objection—or objections—that are holding your prospect back.
The reason this technique—among others—took my sales career to a new level is because by using it I avoided talking past the close and chasing what wasn’t even the real objection.
It forced me to listen rather than ad-lib poor sales technique.
And it taught me to identify what the real objection was so I could focus on that. And only when I understood what was really holding my prospect back did I begin to close more sales.
And you can, too. Use this technique the next time you get the price objection and watch as you get more control over the sales process and uncover the real reason(s) your prospect isn’t moving forward yet.
And if you’d like to learn even more proven techniques, including how to:
- Eliminate call reluctance
- Glide past gatekeepers
- Prospect more effectively
- Qualify prospects more easily
- Deliver killer presentations that lead to more closed sales
- Overcome objections
- And much, much more!
Then enroll yourself or your team in next week’s training!
See our week by week curriculum here.
Just remember: The sooner you invest in yourself and your company, the sooner you close more sales and consistently make more money.
And isn’t that what you wake up in the morning trying to do 5 or 6 days a week?
Invest in yourself today!
Need More Proven Responses to the Selling Situations You Face Every Day?
Join Our Next Training:
If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.
Who Should Attend?
Any sales reps dealing with the following issues:
- Reps struggling with call reluctance
- Getting screened out by the gatekeeper
- Overcoming blow off objections like, “Just email me something”
- Identifying decision makers
- Qualifying prospects
- Setting call back appointments that stick
- Giving successful presentations and dealing with objections
- Staying motivated
