by Stepp Sydnor | Jan 11, 2018 | Sales Techniques & Tips, Sales Training
“Everyone is offering the same rate.” This is a common objection I hear often. You will need to diffuse this thought and re-position quickly. Start your first statement with something like “I know…that’s why I am here!” This simple statement...
by Stepp Sydnor | Dec 22, 2017 | Sales Techniques & Tips, Sales Training
Sales Objections #5 “We just switched companies (or services).” How would you counter this common objection? “We just switched companies (or services).” Do Say: • How long ago was the switch? What was the main reason you selected this vendor? Can you share...
by Stepp Sydnor | Dec 15, 2017 | Sales Techniques & Tips, Sales Training
Sales Objection #4 “We are happy with our current vendor” How would you counter this objection? Do Say: • Great, may I ask you what they do that you’re happy with? • I understand that these things are important to you. Do you think having a backup vendor...
by Stepp Sydnor | Dec 7, 2017 | Sales Techniques & Tips, Sales Training
Sales Objection #3 “We aren’t interested.” How would you counter this objection? Do Say: • I can understand you not being interested on the basis of a phone call. However, we’ve helped many companies like yours reduce costs and improve their market...
by Stepp Sydnor | Nov 15, 2017 | Sales Techniques & Tips, Sales Training
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 my...
by Stepp Sydnor | Nov 9, 2017 | Personal, Sales Techniques & Tips, Sales Training
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...