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Managing Objections

On this Q&A episode: "What's the best response to "It's too expensive'?" I often struggle with price objections when the customer says, "My price is too high." Is there a best response to this objection? What do you recommend?

Managing Objections

On this episode, a sales rep asks: I always find myself facing this question from prospects “Why should we buy from you and not the competition?” A common sales objection, and in this video we share some ways you can tackle this challenge.  

Selling Skills | Managing Objections

No matter how good you're at selling at some point in the sales process, you'll get some objections. Common objections we all hear include price, quality issues, competitive comparisons, or concerns about terms and conditions of the sale. Good salespeople know how to “overcome” these objections. But outstanding sales professionals can prevent objections in the first place. Consider these common examples of objections that you may have encountered.

Selling Skills | Prospecting | Managing Objections

On this episode, an IT executive asks: Recently we had a customer call us and tell us that they really like our solution, but they are about to sign with a competitor. Since we were not properly engaged, we did not give them the pricing and they closed the contract with a competitor. What would you have done? We often talk to developers who ask us about pricing for our solution when they don't even have the budget for sponsoring a lunch. How should we handle prospects who want to discuss price prematurely?  

Selling Skills | Managing Objections

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.  

Selling Skills | Managing Objections

"Other times, you're doing some piece of work and suddenly you get feedback that tells you that you have touched something that is very alive in the cosmos." - Leonard Nimoy Getting feedback is a gift – you can choose to receive it that way or not. As Nimoy’s quote suggests, feedback can tell you that you’ve touched a nerve – whether it is positive or negative it can be invaluable in helping to understand a person’s perspective. This is especially important when you are receiving feedback during a sales call, yet sales professionals are often so focused on giving the “pitch” that they miss the opportunity to really understand what the customer thinks about their solution.