07/13/10 - It's common knowledge that prospects are a lot better-informed nowadays than they were ten, or even 5 years ago about solutions to the problems they encounter, and for ...

06/24/10 - You finally connect with a prospect and the end of your conversation goes something like this, "I'll get that information to you by tomorrow and I'll call you early next ...

05/25/10 - The price of your goods and services is always a primary concern to your prospects. Whether you like it or not, price is top of mind with the majority, if not all, of you...

05/23/10 - It's often been said that salespeople should welcome sales objections because they present an understanding of what the client is concerned about, and along with them, an...

05/13/10 - Sales people have always had a laundry list of excuses that keep them from being able to sell today. Yet, is there any excuse more infamous than the price one. "If we jus...

04/27/10 - One of the biggest truths in all of sales is that when someone tells you they can't afford it, they usually mean something else. In other words, it's most often a smokes...

04/27/10 - One of the oldest and most used smokescreens in the book is the, "I need to think about it" objection. So many sales reps struggle with this one because they think the pr...

02/26/10 - In the fifteen years I have been working with sales teams I have consistently found that price objections are still one of the most commonly requested programs. In today'...

02/23/10 - There are no sales without objections. Objections indicate interest. Objections are signposts that lead you step-by-step toward closing the sale. The fact is, if there ar...

01/20/10 - Value propositions are not driven by price. I hear the point all the time from new salespeople or from people who don't necessarily live the sales role 100% of the tim...

01/19/10 - The simplest techniques can be so effective. I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The ...

10/14/09 - Very often when a customer objects, whatever he or she says is actually a white lie. The key to a successful sales call is for the representative to realize when this is ...

10/06/09 - Every sales person hates getting price objections, but the real issue with price objections is the relationship sales people have with them. At one time or another, every...

09/17/09 - Far too many sales professionals hear prospect objects as personal rejection. Because of this, many sales professionals are terrified of prospect objections. Rather than ...

09/09/09 - The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed b...

09/09/09 - Having discovered the need to identify objections and deal with them appropriately, it is also important to keep in mind that objections should not be handled aggressivel...

08/26/09 - Handling the all too famous "price objection" with ease is an area where many sales reps struggle. Often managers are forced to deal with reps that bring back an order t...

08/25/09 - If I had a nickel for every time I heard someone complain they lost a deal because of price, I'd be a rich man. Sure, price is an issue when you're selling a comm...

01/07/09 - Price increases are currently occurring at a faster rate than we've seen in the US economy for nearly 25 years. The driving forces behind these increases seem to be the ...

01/07/09 - Selling a price increase can be difficult in nearly any type of situation, but trying to sell one in a soft market can be downright brutal. Yet, as unpleasant as it can ...