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Objections

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They didn't say yes... what now?

There were 6 articles found in this category:

Coaching notes for helping staff resolve client objections
Here are some coaching thought starters for managers to help staff resolve objections: What are the basic philosophies/ behaviors we want to reinforce for when our people get objections? Be curious. When objections come up… Stop presenting the product or trying to talk them into it R ...
Avoiding the Procrastination Objections
Avoiding the Procrastination Objections There are many reasons why people procrastinate when buying your products: they might not like the rate, they may not think the product you selected will work for them, and/or they might not like you or your company. Rather than tell us exactly what they ...
The Need to Be Nosey
The Need to Be Nosey An objection that gets raised periodically in training from people that are not comfortable selling is that they don't want to be nosey with some of their customers – especially the ones they know really well (friends, relatives etc.). They tell me that they feel un ...
Spouse
Spouse We talk a lot in our training, newsletters and sales meeting agendas about conducting a good interview that focuses on getting a client to acknowledge a need before we present a product. This consultative style of selling will help you come across as being a service focused professional ...
You Want to Think About It?
You Want to Think About It? Have you ever been listening to a sales person wax on and on about a product that you have absolutely no interest in? We all have. What do you typically do in that circumstance? We all have our favorite ways of getting rid of a pushy sales person but one of the class ...
Started Great, Ended Poorly
Started Great, Ended Poorly I was out shopping with my son the other evening. The thought crossed his mind that we should stop at a local furniture store and look for a chair for his room. Despite the fact that we weren't seriously considering buying a chair that night I humoured him and said ...