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I come across lots of sales people who get really hung up about handling customer’s sales objections. So much so that it almost appears as as though they’re waiting for them to arise! In reality if we have successfully followed a persuasive selling sequence then they shouldn’t crop up because we will have successfully matched the benefits . . . → Read More: A-Z of Selling: O is for ‘Objection Handling’ Let’s face it …we’ve all been there. We’ve asked the right selling questions, identified the customer need, clarified the product benefits, asked for the order and they say: “It’s too expensive” Well….time for a quick reality check…despite what customers say it is actually rarely just about price alone. Customers rarely just want to buy the cheapest out there. If that . . . → Read More: What to do when a customer says ‘It’s too expensive’ When selling products or services successfully we tend to be able to avoid having to deal with sales objections from clients. But sometimes they can still occur….so what, in my opinion, is the best way to deal with them should they crop up? . . . → Read More: A-Z of Selling: I for ‘Indicate You Understand’ |
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