How NOT To Respond to 'No' There are six common mistakes salespeople make when they hear "no" from a prospect. They might take it personally, not understand the reasons for the rejection, and give up too easily or burn a…
3 Lies About Rejection Salespeople Need to Stop Telling Themselves Lying to customers is a big no-no in sales. What about the lies salespeople tell themselves? Yet salespeople continuously sabotage themselves with lies about rejection. The Customer Doesn’t Understand Instinctively,…
Why You Should Start Reversing Objections Reversing objections is counter-intuitive, highly effective, and requires superior preparation and courage. You must consider the response that requires the most confidence, preparation, quick-thinking, understanding, and sales talent. What Is The Best Way to…
The Dreaded "I Am Not Interested" Objection Nothing, absolutely nothing, cuts a conversation with a prospect shorter than a brusque, "I am not interested." Knowing how to respond to this objection can make selling much easier. Not Interested... Or Are…
The Status Quo Objection A common objection you might run into when prospecting is the status quo objection. Your prospect will tell you that they're happy with their current provider, or that they simply don't want to switch services. These…
One of your goals going into any sale is to deal with the potential of inaction. Risk is a big factor in sales, and there are many ways to manage, mitigate and maneuver risk. One can argue the biggest risk…
Rejection is an inevitability that we all face and a powerful key to finding success in sales, business, and in life, is to become rejection-proof. In this video, Jeb Blount, CEO of Sales Gravy, and Mark Hunter, also known as "The…
Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from my readers asking me how to…
What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after you have. If you are trying…
Objections are not deal killers. Sometimes, they are deal enablers, helping the salesperson to understand the buyer’s real needs and requirements. Zig Ziglar was the best-known sales trainer in the world. The man from Yazoo City, Mississippi learned to sell…