Category Archives: Sales Objections

Sales Coaching – Objection Handling

From a sales coaching perspective I do not agree with all that is said in this video but some of it certainly makes good sales objections handling sense.     I certainly do not agree with delaying dealing with objections till the end of a meeting as it tends to show disrespect for the prospect.…

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Two of the worst words you can use when you are selling

There are plenty of words that don’t enhance your sales results. I consider these two when used to gather to be amongst the worst The words are ….” yes .. but ” For most of my life in sales I was told “Don’t use “yes..but”!” I just trusted the senior guys telling me this but…

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Maintain Your Price and Margins

There is a tendency amongst sales people to discount to get the order. I understand that, I have done it myself. Here’s the thing. One of the most important items about getting higher sale prices is Congruence. Congruence is that thing that happens when you really believe what you are saying. And that belief reflects…

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I want to think it over

If you have been in sales for any time at all you would have heard a prospect say  “I want to think it over” And it’s true sometimes you just need to mull it over. It actually takes me about a year to buy a new car. The typical way salespeople deal with this objections…

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