Most sellers hate customer objections because they see them as red flags or rejection. Not me! I believe they are opportunities, simply unanswered questions. With that frame of mind, you automatically go on the defense, which is what the customer is looking for. Their...
When my wife asked me to come into the kitchen on a Sunday afternoon, my first thought was, uh oh, now what? It seems all too often that means a new renovation idea. She continues by saying, you see these beautiful Formica counter tops from 1972? I want new granite...
How many of you have gone out in the last two weeks and purchased the Encyclopedia Britannica? My guess is none of you. And if you did, it’s now only available in the software version. But why buy it at all when you have Google for free? And, how many of you have...
Most sales professionals fear getting client objections. They react as if the brain senses danger – fight, flight or freeze. Why? When we have an opportunity to make a sale and an objection arises, we view it as a stumbling block to reaching our goal. But what if we...
Have you ever had a client say, “your price is too high”? All sales professionals have heard this much more often than they’d like. Why? Because in the absence of a clear value proposition, all your prospect can see is the price. Several years ago I went shopping for...
Most sales professionals fear customer objections. But objections are a reality and they are healthy. It just means that the customer is thinking of every possibility as they consider your solution. But it also means you have their attention [a critical step] and they...