Negotiation

Training Tuesday: "I'll Think About It..." The Best Response To Overcome This Sales Objection
Training Tuesday: "I'll Think About It..." The Best Response To Overcome This Sales Objection Watch more videos on The Secrets and Tips of Field Sales on YouTube here! Any salesperson will tell you that closing deals is not a matter of luck. It's about skill, about perfecting your sales processes and about overcoming the objections that would keep a deal from closing. In this blog, I'll show you the strategies that I use when a prospect says “Let me think about it” or some other version of a “soft no”. These are some of the most common objections that you'll deal with in sales, so mastering them is key to success.
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Training Tuesday: How to Use Sales Judo to Overcome "Just Send Me the Information"
Training Tuesday: How to Use Sales Judo to Overcome "Just Send Me the Information" Watch more videos on The Secrets and Tips of Field Sales on YouTube here! How many times has this happened to you? After a few minutes of chatting with a prospect, they cut you short and tell you: “Just send me your information. I'll review it and get back to you.”  Now, tell me this, what do you think the chances are that your prospect actually means what he said, that he's actually going to wait for your email, drop everything he's doing to read it, and then return your call? They're very low. In this blog, I'm going....
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Training Tuesday: The Biggest Mistake to Avoid with Price Objections
Training Tuesday: The Biggest Mistake to Avoid with Price Objections Watch more videos on The Secrets and Tips of Field Sales on YouTube here! In my previous blog, I went over how anticipating and tackling a price objection is always better than having to overcome it. But what do you do if you don’t get the chance to anticipate the objection before the prospect brings it up? Well, you can still stay in the driver’s seat of the discussion if you know how to handle this objection.  Pay attention because this is really important, and most rookie sales reps screw this up!
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Training Tuesdays: The Best Way to Deal With Price Objections
Training Tuesdays: The Best Way to Deal With Price Objections Watch more videos on The Secrets and Tips of Field Sales on YouTube here! Today I want to talk about one of the most common objections salespeople face – when the prospect says: “That's too expensive!” In a perfect situation, your prospect would see that the value they would gain from using your product is much higher than its price. Unfortunately, that doesn't always happen. You'll find yourself defending your price often.  In this blog, I'll show you the best way to overcome the price objection.
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How to Overcome Sales Objections - with Response Scripts
How to Overcome Sales Objections - with Response Scripts An objection is not a rejection; it is simply a request for more information. - Bo Bennett The major roadblock in sales is often the objections customers throw your way that stop them from buying and you from selling. These should never be seen as the door being shut in your face. The best way to overcome sales objections is to identify and remove the friction that’s acting as a hurdle for your client. Do this by asking pertinent questions to uncover the real problems and address them, calmly, one by one to move forward in a mutually beneficial....
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