July 5th, 2010 by Sales DNA
How To Deal With The Price, Sales Objections
I was just reading the book ’10 steps to sales success’ which you can check out here .
In it I was reminded of an old Zig Ziglar sales objections handling line that has stood the test of time well and still stands strong today as a great way of getting some one to think when they throw an unwarranted price objection at you. Remember, value, value, value…………
“Our company made the decision to explain a higher price once rather than justify poor service and quality several times.” “You only cry once when you pay a higher price.”
Now, check out the video about Sales Objections below:
Continue reading ‘Handling Sales Objections – You are too expensive’
November 1st, 2009 by Sales DNA
Objection Handling
As I sat down to write a few articles, my phone rang. I got up to answer the phone to be greeted with:
“Hi, this is British Telecom” …. Which was then followed by a pitch about extending our BT contract. As soon as the person had finished I said:
“I’m fine thanks”
The response that came back from the other person was :
Continue reading ‘Objection Handling – What would you say to I’m fine thanks.’
October 31st, 2009 by Sales DNA
Sales Objections
Very often when making cold (or warm) calls, the other person will say one of the best sales objections in the world:
“No I’m not interested!”
This usually comes just after you have made your introduction. There are a couple of ways you can deal with this effectively and we will look at these in a minute after we look at what not to do:
Sales Objections Don’ts:
- Never argue back or try to be clever. Saying something like “How do you know your not interested, you don’t know what I’m selling” will end up getting a response similar to “You are right and I never will – so pi** off!”
- Never just carry on the pitch as if you haven’t heard them. This will wind them up and close any potentail doors you ever had.
Continue reading ‘How to handle – “Im not interested!”’
April 28th, 2009 by Sales DNA
Objection Handling
Objection handling must be up there with closing as the two most debated parts of the sales process. Much has been written telling you what you should do, what lines to use and how to deliver them.
This article is refreshingly different because it tells you what not to do. There are a few key things that you should never do when faced with an objection. They are:
Objection Handling “The Wrongs”
- Don’t pounce: an instant response, sometimes even before the prospect has finished speaking, creates an emotional barrier because it suggests you have not considered what has been said. It also indicates a ‘canned’ answer that you give to every one. People like to be heard and made to feel special and this does not help you do that!
Continue reading ‘Objection Handling Tips – 4 Tried and Tested Ways To Fail’
August 28th, 2008 by Sales DNA
“Sales Resistance is what happens when the customer is asked to jump too deeply into the well, too quickly”
Continue reading ‘Sales Resistance – Do you have trouble with it?’