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How to Overcome the "It's Too Expensive" Objection

By Norman Behar

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?

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Sales Objection: Prospect Asks "Why Should We Buy From You?"

By Norman Behar

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.

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How to Prevent Unnecessary Sales Objections

By David Jacoby

sales meeting

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.

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Dealing with Prospect Who Wants to Discuss Price Prematurely

By Ray Makela

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?

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How to Respond to Customer Feedback Most Effectively

By Marlaina Capes

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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.  

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Four Critical Steps When Handling Sales Objections

By Ray Makela

sales-objection

"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.

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Why Customers Raise Sales Objections

By David Jacoby

Overcoming sales objectionsIn a perfect world, customers wouldn’t raise any sales objections. Sales professionals would precisely identify each customer’s needs, and then present a carefully crafted solution that neatly addresses each of these needs. Customers would then, of course, clearly understand how they would benefit and quickly make a favorable purchase decision.

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