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How A Doubting Thomas Affects Your Ability to Increase Sales
With the sales process for many now involving more than one decision maker, this increases the odds for dealing with the “doubting Thomas.” Invariably one of those involved has not been totally convinced that you have earned the sale.
How to handle the top 10 SME Sales Objections - Part I
A Sale is considered closed when the buyer and seller reach agreement on terms for the buyer to take ownership of a product or service. To get to this stage, the seller normally has to “close” the sale, by asking the buyer for their business. This is where the buyer raises “objections”. Objections generally fall into three main types. This article will explore the types of objection, how they arise and how to overcome and avoid them. Part II will then discuss the 10 most common objections, and how to handle them to close the sale. You must get the customer to reiterate the value that they are getting first and foremost.
How to quickly and easily make more sales by using this simple tool
One of the leading causes of losing a sale is not knowing how to respond when a prospective customer raises an objection. I call this the "deer in headlights" syndrome. You can easily solve this problem and confidently counter any objective a prospect raises by doing this...
Dealing with Sales Objections: General
Today I’m going to start a new series of blog posts about handling and overcoming common sales objections. The title for each post will be “Dealing with Sales Objections” followed by the particular objection that will be tackled as part of that post.

Other sales objection Related Articles

6 steps to meet the challenge of objections!
They are part and parcel of every sales situation, so the sooner you learn how to deal with them, the more successful your sales activities will be. Yet how do you react when an objection first arises, especially at the beginning of the conversation?
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.
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?
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.

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”.

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.

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