Use the Game of Bingo to Teach Your Salespeople Perseverance With Sales Objections Sales objections can be demoralizing for salespeople. It is up to sales leaders to help their reps develop perseverance. Last week I was in Las Vegas presenting…
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…
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…
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…
"I Need To Think About It" Leverage these seven telephone sales scripts to help you easily handle and overcome one of the most challenging sales objections: "I need to think about it." 7 Scripts for Tough Sales Objections One of…
How to Bounce Back After Getting Rejected on Prospecting Calls It's a fact of life in sales. You are going to get rejected on prospecting calls. How you bounce back after getting rejected is often the difference between success or…
Forget About Win-Win in Sales Negotiations and Start Playing to Win For far too many salespeople, win-win negotiation is a convenient excuse to justify why they gave the other side their maximum discount without a fight. People, especially salespeople and…
The unaware salesperson will assume this “no” means “no sale” and move on. Well-educated sales pros understand that this “no” just means, “let’s talk some more.” As a sales professional, I urge you to rethink no. Who knows what buyers mean when…
Question From Paolo Dionisio: Love your books! Just bought and read your book on Objections. In the red herring section you talk about defaulting to ignore. How would you go about responding to the red herring objection "the last time we…
The Four Types of Sales Objections Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No does a deep dive into the four objections you face in sales. You'll learn techniques…
Red herrings, managed poorly, are emotional hijackers that turn sales calls into train wrecks. On a Wednesday morning my executive team at Sales Gravy gathered in our conference room in front of a big wall-mounted flat-screen TV. We were there…