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I am a firm believer that “Price is only an issue in the absence of value.” Never drop you price! Anyone who will leave their current supplier for a better price will also leave you for a better price. Create loyalty through value. If you feel that your prices are too high because you have bought into ‘The sky is falling” mentality of our current economy, then lower your prices across the board but stick to that price once you have presented it to the client.

Documenting Sales Call Opportunities
Your Outside Sales Representative comes into the office complaining that their prospect wasn't in a position to buy your product. They have every excuse and objection, but you have a lingering feeling that a solid opportunity was wasted. This is a reality for many Sales & Marketing Directors in mid-sized enterprises.

How to Close the Deal Your Salespeople Can't Close

Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn't close. This is followed by, well, follow up, leading to more put-offs. There are many reasons why this happens but for the purpose of this article, let's simply assume that the prospect has every reason to buy and the salesperson did not do anything glaringly wrong along the way. Simply a closable opportunity that hasn't closed yet. In situations like this, there are usually two things going on:

Go for the NO in sales
When you come out of a sales call - how do you know you have done you job properly? When you didn't get the sale was the customer not buying or did you not do your job properly. This may help.

3rd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
In this post I present the real #2, The Enemy is Resistance. I've written about this before too. The gist of Resistance is this: Selling would be far more simply for many more of your salespeople if they would focus on recognizing the resistance rather than attempting to overcome the many forms it takes:

10 Kurlan Sales Competencies That are Key to Building a Sales Culture
These aren't the 10 sales competencies you read about and listen to all the time. No way! These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. Ready?

Overcoming Objections: "I want to think about it"
In recent weeks I have written several articles diagramming the sales process. None have been as popular as the one I wrote concerning Objections. This seems to be a major stumbling block among sales people and the hardest for some to understand. How do you deal with "I want to think about it?"

Become an Expert at Handling Price Objections
You can’t sell an item without agreeing on a price. There is no success without the sale – and there is no sale without the price.

Sales Simplified -"When it Comes to Objections..."
Most of the time an objection is nothing more than an opportunity to discover more specifics about what the customer does want; a chance to learn what we may have missed in our discovery in order to present a solution or offer to them.

How to secure a pay rise in a recession
Of all the job-related minefields you can enter into, asking for a pay rise must be one of the most dangerous. To ask during a recession surely it is out of the question? Surely it will give good reason for your boss to think you are totally out of touch with reality, or maybe you are just insensitive?

Being an Effective Salesperson Means That You PREPARE FOR OBJECTIONS
It’s not difficult to figure out the top five, most commonly used objections customers will give. Novice salespeople usually hear them in the first weeks on the job. To be successful, particularly in a challenging economy, you have to be able to anticipate resistance and have the tactics in place to overcome it.

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.

Hypnotic Influence with the Instruction Manual for the Mind

The world’s top sales superstars have a secret. What is it? It’s simple; their secret is that their communication is... hypnotic. For millenia thinkers, scholars and researchers have sought to uncover the keys to masterful persuasion and effortless influence, but it's only now that we have decoded the structure of persuasion. You can learn to sell hypnotically with the Instruction Manual for the Mind.

Buyer's Remorse Is Not To Be Ignored
Buyer's remorse is something that no business owner wants to see. Yet, how many times are the signals for buyer's remorse ignored?

Think Link
How to Stop Order-Taking & Satisfy Customers by Selling What They Need

Good News About the Economy Positively Impacts the Sales Force
The word from clients so far this week is that manufacturers are taking projects off of hold and releasing money - even in the automotive industry! That too will trickle down and impact everyone else over the next six months...

Handling pricing and delay objections
Do you ever get "Your price is too high", or "Leave it withme, I'd like to think about it". Learn how to handle these, and other objections, here.

Diagnosing Objections
Ever wondered why some objections are harder to overcome than others? Or the same objection is hard to overcome with one customer, but easy with next? Or are they all hard? You may have misdiagnosed the objection. Sales doctors tell us there are four types of objections, each one a little sicker than the other, but all are curable. The key is to diagnose correctly and apply the correct treatment.

How to handle the top 10 SME Sales Objections - Part II

Part I discussed the three main types of sales objections. This part will highlight the 10 most common objections, and how to handle them to close the sale. The most important thing through out the sales cycle, that you can do, is to ensure that your customer appreciates the value of your offering. Most if not all of the 10 Objections can be avoided by continual qualification and value verification. “What benefit, in addition to those that we have discussed will that bring?”

The Psychology of Influence or Opening the Customer’s Mind
How do you change the mind of someone who is convinced they are right when they are wrong? How do you keep a customer from not going forward when they object? Handling objections is a master skill of peak performing sales people.

Book Review: Triggers: 30 Sales Tools You Can Use To Control The Mind…
One of the things I admire about Joseph Sugarman’s work is his studied focus on the effect of his marketing efforts, and continually improving his marketing message until it maximizes his results. This book is about psychological triggers that influence someone to make a buying decision for your product. He illustrates each one of his points with a fun story.

Presentations, 3 Killer Tools for Managing the Fear Factor
Fear of public speaking ranks as the number one fear for the general public, even for experienced business or salespeople, having to deliver an important presentation can be extremely nerve wracking. While there is a wealth of available excellent advice on planning and delivering business presentations. This often fails to help, because it doesn’t directly tackle the individuals fear factor.

How to Sell in a Recession
During these times of shrinking budgets & revenue you can with turn them to your advantage by providing your customers with effective solutions to make them more efficient.

Stop “Handling” Objections
The key to getting more clients to say “yes” is to remove resistance or stress whenever you sense it’s there, and bending with objections works better than “handling” them.

Dealing with Sales Objections: Resistance to Change
When I talk here about the ” Resistance to Change” objection I do not mean a competitor objection. I say this because it can sometimes prove very difficult to tell the difference. The prospect may choose to verbalise both objections by giving the salesperson very similar answers i.e. “I am happy with my current supplier”.

Dealing with Sales Objections: Competitors
Competitor related objections often prove to be some of the more difficult objections that salespeople have to deal with. This is borne out by the fact that a lot of sales trainers continue to preach wishy-washy sales advice that merely skims the surface, rather than deal with the issues involved.

The Give and Take of Rejection
Why is it that one tiny word, "No", can evoke so much fear into the hearts and minds of so many? Part of everyday life as a leader/manager requires you to handle rejection day in and day out. How well do you cope? What can you do to more effectively handle rejection?

The Unspoken Killer Objection You Must Remove to Sell More
It’s really frustrating. You had a good sales conversation. The potential client seemed on-board. Then you get to the part where the potential client has to make a decision to move forward, and all of a sudden they stall.

Take the Money Issue Off the Table & Sell More
The money objection is one that makes many a salesperson cringe. It’s a common objection that won’t go away. You’ll never be as successful as you could be until you successfully overcome the money issue.

Use How What You Offer Works to Win More Sales
Sometimes it’s hard for a potential client to understand how what you have to offer works. Sometimes they think they understand how it works when they really don’t. In either case their understanding may lead to objections.

Dealing with Sales Objections: Price
This objection is sometimes misunderstood in that when a prospect objects to cost, what the prospect is really objecting to is the value/s he currently perceives related to the cost.

Closing with Ease
Next to objections, closing is one of the most talked-about sales training topics among sales people and sales managers. Everyone wants to know how to close and how to speed up the buying process. Closing is easy when you have thoroughly appreciated each customer’s specific requirements and aligned the presentation of your solution accordingly.

The Creation of an Objection

“You attract to you the predominant thoughts that you’re holding in your awareness, whether those thoughts are conscious or unconscious.” Michael Bernard Beckwith Before attempting to handle any type of objection, it’s important to begin by looking at the beliefs that sales people are holding in their minds. If they are focusing on what objections they believe they will encounter, they will unconsciously transmit these thoughts to their prospects.

DON'T LET OBJECTIONS BE THE "KISS OF DEATH" TO YOUR SALE...
After more than 40 years in sales, and 30 years training sales people from more than 300 different industries, I’ve reached the conclusion that most sales people lack the vital skills necessary to handle objections.

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?

The Nine Most Common Hiring Mistakes and How to Avoid Them
To err in hiring is human – and very expensive. Many “standard” hiring procedures are actually common mistakes, so to choose more competent candidates, prepare to revise your hiring methods. Learn the nine hiring errors managers often make, then eliminate them from your hiring practices to help you choose only the cream of the crop.

Bringing a Sales Opportunity Back From The Dead
The deal is a dying patient with no will to live. Unless you approach it that way, you'll fall in love with your strategy, use the wrong tactics and waste your time trying to save a deal with a do not resuscitate order.

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...

ARE YOUR PROSPECTS DISSATISFIED?
I hope they are, because it's only when your prospects are dissatisfied that they will buy!

A,B,Cs of Business Development: Strategy for the Non-Complex Sale
Most decision makers are very busy. Often they are willing to work with vendors, recruiters, etc. on an informal basis. If you have a great product or service that matches the client's needs, why complicate or slow down the sales cycle? Start simple and move into relationship mode as you build trust and understanding for the clients needs and interests.

Stress-Free Selling® - Eliminate Wonder

I don’t like hearing “I’m not interested” or even worse getting no returns to calls or emails after sending a proposal or making a presentation. I’m sure you don’t either. One of the biggest reasons this happens is… you didn’t find out how what you are presenting meets or misses their needs. The good news is, it’s easy to get there. Add this simple process to your tactics: Check In.

Get Closing
Thi article shares some important tips about closing. Many sales people don't close too well. That's probably because they leave too much until the end.

Sales Training - Pre-empting Objections
Stop the objections before they come up!

YOUR FEES ARE TOO HIGH STEPS TO HANDLING OBJECTIONS THAT WILL GET YOU CLOSER TO THE SALE

By John Doerr If you really do put a small value upon yourself, rest assured that the world will not raise your price. - Anonymous How many of us, as professional service providers, have heard from prospects, "your fees are too high," "someone else will do it for less," or "I don't see why I have to pay all that money just to have you do an audit, write a brief, create a marketing plan, etc?" And, more important, how many of us have been able to resist the urge to simply lower our fees to get the work?

Something about Mary…
…and the effects of positive leadership

Objections – Common Responses
The Four Most Common Responses 1. “No thanks, I’m happy with what I am doing now” 2. “I’m not interested” 3. “I’m too busy” 4. “Send me some literature”

How to Handle Objection When You Cold Call

We’ve all had the somewhat startling experience of thinking things are going really well during a cold call, and suddenly someone pulls back on us. They give us an “objection,” or just say something to end the conversation. Most of us have been trained to overcome objections during our cold calls, and keep moving forward. The thinking is that if you’re persistent enough, then you’ll make the sale. In other words, we’re supposed to bypass people's objections and concerns because we’ve already decided for them that they should buy what we have to offer.

6 Common Objections and How to Handle Them
You as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are thoroughly prepared.

Overcoming Objections with the "Turn Device"
Turn the customers objection into a sales close by using the "Turn Device". They will close themselves.

Ya But will make you a lot of money

Every sales person hears it all the time.  Your price is higher than (so and so’s)  I did not think it would cost that much.  I like it but I do not think it is worth that much. And when sales people hear anything negative about their price they either lower the price (which of course is the worst thing in the world they can do) or they lose the sale. You do not have to. All you need to do is use the "Ya But" close.

When you hear, "Your Price Is Too High!!

When your customer tells you your price is too high—You have made the sale. That’s right. They are telling you • The product you are selling satisfies all their needs • he product solves their problems • They love your product/service • They want your product/service Now all you have to do is show them your product is worth more to them than their money. All you have to do is turn the feature Price into a BENEFITT.

How to avoid objections during your sales presentation
Handling customer objections at the end of the sales meeting can cause you a lot of grief and frustration and sometimes lose you the sale, well here is great tip on how to avoid this ever happening to you.

Cutting Through Stalls and Objections
There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:

The 7 Habits of Highly Ineffective Salespeople
The 7 harmful habits that hold people back in their business-development efforts and kill sales.

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.

Selling Power 26
Selling power - learn what it is and while you're at it learn what the ultimate selling tool is too. It's something you use everyday. Master this and watch your sales take-off.

The Price Is Right
The price is right if you don't have to lower it in order to get the business. Learn new pricing strategies you can use to grow your business.

Why Overcoming Objections Can Lose The Sale
How ironic it is that the more we try and overcome resistance, the more we actually create it.

How to Stop Your Cold Calls From Losing Steam
We’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection and we start to panic, thinking we’re about to lose the sale.

How Pablo Picasso Dealt With The Price Objection
Everyone in sales fears hearing the price objection, yet very few salespeople prepare how to deal with it.

6. Penetration Selling -- Penetrating the Barriers to Commitment

The fifth and final step of the Penetration Selling process is “Closing”. Closing is defined as getting a firm commitment from the prospect to acquire the product or service which is being offered. The key barriers that need to be penetrated in order for the close to be successful are often referred to, among sales-trainers, as “Objections”. This is a catch-all term which includes any and every thought a prospect might present, or action he might take, that acts to block the completion of the sale. In the Penetration Selling system, we discover that all variations of customer concerns and objections fall into only two categories, and the handling for both categories is very similar. The two categories are...

I Want To Think About It
When customers tell you they want to think about it, they are really telling you they either have an unspoken objection or they are not convinced that you or your product and service is right for them.

Rates of Return on Educational Investment from Micro Studies: The Effects of Human Capital on Economic Development
The conventional wisdom is that there is a high rate of return on primary schooling. This view is based largely on surveys of rate of return studies by Psacharopoulos.

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.

Cold Stone Creamery serves up a Triple Scoop of making Sales Effortless
Cold Stone Creamery serves up a Triple Scoop of making Sales Effortless The professional staff of teenagers who help make this national chain of Ice Cream Parlors selling system work expertly reminded this old pro of lessons too often and too easily forgotten by most selling professionals Learn these three valuable lessons to make sales close easily and the average sale amount will skyrocket!

How to Handle Objections:
Whether you are talking about sales, life, relationships or business, you will always run into objections. Before we talk about how to handle objections, let’s be clear on what an objection is. An objection is a good thing. The worst thing that can happen after we try to close in anything is that the prospect doesn’t have any questions or objections.

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.

Ways To Make Objections Disappear
Generally, they have a question, concern or objection that you don't know about. If you don't address those concerns proactively, the on-the-spot sale probably won't happen. The person will leave with their question unresolved. So how do you address an objection if you don't know what it is? It's easy! Here's how: 1. Identify

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