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handling objection Tagged Articles



10th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
There is nothing worse than when salespeople handle objections. Not only does it cause them to rack up reverse progress, they are usually not even handling the real problem. Here are the things you need to know about objection handling that should cause you to stop handling them forever:

10 Ways to Handle Objections Effectively
Knowing how to handle objections from clients begins with anticipating their concerns. Your attitude at the start will directly affect your sales at the end of the day. Be enthusiastic. Know how your product or service can add value to your customer by either saving him time and money, by eliminating stress and waste, or by enhancing relationships and leisure hours.

Other handling objection Related Articles

HANDLING OBJECTIONS
The Art of Handling Objection
Handling Objections in Four Simple Steps (Really)
Handling objections is the single most challenging part of a sale for most salespeople. The reason for this is two-fold. The first, and most important of these, is that most sales people have not been trained on the right tools for successfully handling any and all objections that might come their way. And the second reason most salespeople find handling objections so difficult is that they don’t have sufficient confidence in their own ability to go in and smoothly handle the objection when the prospect manifests it.

Selling Value
Selling has its own set of challenges and getting objections from your prospect rates right up there at the top. One particular and all too frequent objection you may here is the one about pricing. We’ve all heard it, “I’m afraid your price is a little high.” Keep in mind that people don’t buy Price, they buy Value, even though they won’t always admit it. This objection means that they don’t fully appreciate the “Value” of what you are selling. However, if this objection keeps coming up in your discussions, then it’s a good indication that they are interested. So don’t view this as a negative objection since it could simply be a buying sign. Unfortunately, many sales people start to discount their product in order to overcome this objection, which is the wrong way to go.
Handling The Price Objection
Handling the price objection is no easy task for most professional salespeople. In fact most salespeople dread having to deal with it. Here are three practical ideas you can use whenever you're forced to respond to the price objection.

LEAVE IT WITH ME - I WANT TO THINK IT OVER!
Sales people tell me that this is one of the most challenging objections that their prospects bring up. They ask, "What should I say when a prospect says this?" Well firstly I have to point out that this is NOT an objection, this is actually an "excuse" for not making a decision. It is not the real objection. So this is how we get to the real objection...
YOUR PRODUCT COSTS TOO MUCH!
Sales people the world over tell me that the price objection is the biggest objection that their prospects bring up. In a high percentage of cases this objection de-rails the sale and the sales person walks away empty handed and frustrated. Guess what?
ISOLATING OBJECTIONS
Very often when a customer objects, whatever he or she says is actually a white lie. The key to a successful sales call is for the representative to realize when this is the case and to overcome that white lie. It is completely necessary to be handling the real objection so it is possible to move ahead toward making the sale.

10th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
There is nothing worse than when salespeople handle objections. Not only does it cause them to rack up reverse progress, they are usually not even handling the real problem. Here are the things you need to know about objection handling that should cause you to stop handling them forever:

Your Million-Dollar Testimonial Strategy: Using Testimonials to Counter Objections
At the end of the day, your job in selling your product and service is to have the prospect trust what you tell them. Trust that they can obtain the results you indicate. And if they have an objection, trust your explanation on why it shouldn't be a roadblock. We already know that testimonials are the single most trusted source of information for prospects so using them for objections is the most important thing you can do for effective objection handling.
Countering the "I'm Happy With My Current Vendor" Objection
Any effective sales training course needs to deal with the "I'm happy with my current vendor" objection. In this article you will learn that hearing this objection is a wonderful thing and learn how to deal with this objection in an honorable way.

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