Currently Browsing: Handling Objections
What? Prospects lie? Well, think about it. Have you ever had a conversation with a prospect who seemed very agreeable, nodded her/his head and appeared to love your presentation? Your prospect may have said: “That sounds good.” Then . . . nothing happened. You never heard from them again. They did not call and when you called they were “not available.” You left voice mail...
The late financier J.P. Morgan once said: “People have two reasons for everything they do: the reason they give you and the real reason.” When you hear an objection from a prospect – a reason why they won’t buy from you – it is often not the real reason.
What is it that stops some consumers from buying? It is one four-letter word: FEAR. Fear of buying the wrong product. Fear...
Wouldn’t it be nice if – when you place a cold call – the person answering said: “I am so glad you called. Your product is exactly what I need today.”
Unfortunately, that does not usually happen. If it has happened to you, consider yourself very lucky. What sales reps usually hear is: “We already have a vendor,” or “We have a supplier that we are very happy...
“How can I sell my product if a prospect tells me that my price is too high?” This is what I hear at nearly every sales seminar.
Among the many reasons for a price objection there is another – unspoken – objection that may be difficult to handle, and it has little to do with price. The price objection is so easy for buyers to use that often, people use it just to end a conversation.
The...
It can be discouraging – making sales call after sales call and hearing sad stories about why people are not buying now.
The words layoffs and downsizing have become all-too-familiar words in our vocabulary.
If you sell luxury products, this may be an especially difficult time for you. But if you sell items that are necessities, there are ways to motivate consumers to want to listen to what you have to say about...
Every now and then you hear a statement or read words that really make you stop and think.
First: Thank you to Patrick Martin for allowing us to share this with you.
Patrick participated in one of my online seminars. During the third week (of the four-week seminar) everyone was asked to write their most effective response to a price objection. Patrick’s response was unique because it accomplished two...
Do Prospects Lie to You?
What is the Real Objection?
We Already Have a Supplier
How to Handle the Unspoken Objection
How to Handle the Objection “Business is Slow”
Best Answer To A Price Objection
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Ann Barr
757.463.0924
3419 Virginia Beach Blvd #201
Virginia Beach, VA 23452
Books By Ann Barr
