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…
Are You Confident In Your Pricing? The key to passing “The Flinch Test” is to respond with confidence in your price. If you don’t believe you are providing a fair price for the solution, then why are you presenting it?…
Prospects Have Objections, You Need to Know How to Handle Them Learning to handle objections is important so that you don’t spend time with prospects who are not going to buy and you ensure that those who are going to…
Three Turnarounds to Common Insurance Sales Objections In inusrance sales, there are three objections that you will face when engaging prospects and customers. You gain a competitive advantage when you prepare in advance and practice handling the most common insurance…
Gatekeepers Are Not The Enemy It may seem like the gatekeeper’s primary job is to keep you out. But they can be your ally if you learn how to enlist their help. Knowing best practices for communicating and working with…
Lessons In Sales Negotiation I built the confidence to never get rattled and to always ask for what I want. The worst thing that could happen is that a buyer walks away without putting money in my pocket. And that…
Just Send Your Material Here you’ll find five new scripts to help you separate the real buyers from those prospects who will just end up wasting your time. One of the biggest traps sales reps fall into is the “Just…
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t. That is until I ask questions.…
Why is it ok to prospect? Prospecting objections. You’re going to get them – even when you’ve got empathy packed into relevant offerings, stories, and solutions. First, I need to address something important. Should you be prospecting at all? In…
Sales Gravy CEO Jeb Blount joins Tim Martin on this episode of the Success Is Voluntary podcast to discuss two of Jeb's bestsellers: Fanatical Prospecting, and his most recent release, Objections. From establishing micro-commitments, to facing the fear of cold calling,…
The Four Types of Sales Objections Jeb Blount explores strategies and techniques for effectively skipping past the 4 types of sales objections. On this episode, I have a conversation with Chris McDonough. He's a talented and successful sales leader at…