Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in the first place. “I can’t afford…
What you’re trying to do is isolate and uncover what the objection or stall is going to be at the end so you can position yourself to deal with it and advance the sale. As I’ve suggested before, it’s always…
What is the real objection to buying your product? The "price is too high" is usually just a smokescreen to some other objection. Ask the right questions and you'll get the answer. Do they see the value in what you…
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…