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Managing Objections | Negotiating | Presenting Solutions

By: Ray Makela
August 14th, 2023

Attracting new clients and negotiating deals in today's economy can be challenging. And on top of that, you might be asked to renegotiate existing contracts or propose fee increases to keep up with market conditions and company profitability requirements. Here are some tips and strategies to navigate these negotiations.

Sales Process | Managing Objections

By: Sales Readiness Group
June 8th, 2023

While objections are frustrating, they can be valuable opportunities to build trust, address concerns, and ultimately win the sale. By understanding the root causes of objections and adopting proactive strategies, sales reps can confidently navigate these challenges, leading to improved outcomes and stronger customer relationships. Let's delve into the art of handling and preventing unnecessary sales objections.

Managing Objections

By: Ray Makela
May 26th, 2023

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, discussing pricing prematurely with a prospect may not always be the best approach. Doing so can lead to a focus on cost rather than the value of the product or service. So, what should sales professionals do when faced with prospects who want to discuss price prematurely?

Managing Objections | Negotiating

By: Ray Makela
September 28th, 2022

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. If you dread the final negotiation, you’re not alone. One minute you’re about to close a large sales opportunity and the next, you’re facing a series of roadblocks.

Sales Process | Managing Objections

By: Marlaina Capes
July 23rd, 2015

Think of a recent sales call where you just presented your solution to a buyer. Assuming you have done an effective job of identifying the buyer’s needs and connected your solution to those needs, this buyer should say “yes”. Right? Well not so fast.