Sales Objection #1 “I want to think this over.”
Sales Objection #1 “I want to think it over.” Do Say: • I understand. You want to make the best decision. What do you feel you need to think about? • I can see that. Tell me—is it money that concerns you? • What questions have I not answered for you? • What part of...
Survive or Thrive Part 5 – “Your Self-Talk Could Be Killing Your Success”
Success from Survive or Thrive Part 5 - "Your Self-Talk Could Be Killing Your" Mark sits alone at a bar. He has closed the doors on his business, a business that was successful beyond his dreams for over a decade. However, the economy has taken a turn for the...
Survive or Thrive Part 4 – “Moving Beyond Surviving Requires Turning the Tide”
Survive or Thrive Part 4 - "Moving Beyond Surviving Requires Turning the Tide" The movie Castaway is one of my favorites because of its powerful message. In it, a FedEx worker (played by Tom Hanks) survives a plane crash and is stranded for several years on a...
Survive or Thrive Part 3 – “No Permission Asked!”
Survive or Thrive Part 3 - "No Permission Asked!" Funny thing about change. Whether it’s good or bad, it doesn’t ask for permission to show up. Just open the paper or watch any newscast and you will see someone winning the lottery alongside someone losing a child...
Survive or Thrive Part 2 – “The Difference Between Surviving and Thriving”
Survive or Thrive Part 2 - "The Difference Between Survive and Thrive" Four Behaviors Survivors and Thrivers behave in distinctly different ways, as illustrated below. One behavior exhibits specific characteristics of a Survivor. The other behavior describes a...
How to Get Prospects to Open Up So You Can Get to the Key Business Issues
A recent question was asked "What are some of the ways you make prospects feel comfortable opening up? In general, one of the toughest aspects for an account executive is to get the prospect to open up and share key business problems because most people are...
Survive or Thrive Part 1 – “The Difference Between Surviving and Thriving”
Survive or Thrive Part 1 - "The Difference between Surviving and Thriving" A popular riddle goes like this: If a plane crashed on the border of Texas and Oklahoma, in which state would you bury the survivors? At first the question stumps us, until we realize, “A-ha!...
Sales Objection #2 “Your Product is More Expensive Than Your Competitor’s”
How would you counter this objection? Do Say I agree we are not the low-price leader. Are you looking for a company that can offer you only the lowest price possible, or are service and quality a concern? Many of my clients said the same thing until we took a...
Handling Sales Objections Shouldn’t Be Arm-Wrestling Matches
Answering sales objections doesn’t mean arm wrestling a prospect until you win. If people are interested in what you’re selling, in most cases they’re going to offer some kind of objection. When the customer raises an objection, don’t start an arm-wrestling match....
Effective Sales Counters Will Grow Your Sales Income
Effective Counters Will Grow Your Sales Income Sales professionals make their living convincing buyers to convince themselves they need a product or service. The sky is the limit on income potential (not to mention the freedom we experience being out and about and...
“Is This the Best Price I can Get?”
"Is This the Best Price I Can Get?" As I was developing a seminar on how to counter objections, I needed an exercise to help salespeople understand the need to be prepared. I started with two thoughts: • How well do I object to a vendor as a prospect? • How well...
Sales Objection #1 “I Want To Think It Over”
Sales Objection #1 "I want to think it over" Do Say: • I understand. You want to make the best decision. What do you feel you need to think about? • I can see that. Tell me—is it money that concerns you? • What questions have I not answered for you? • What part of...
FIND ME ON:
CONTACT
Stepp Up
PO Box 29422
Charleston, SC 29422
903-539-6840