Tag: handling objections

Three Steps To Overcome Price Objections

I had barely turned the lights on and sat down the other day when my phone rang. It was Ray. Ray had been in my mentoring program for about thirty days and was facing a perplexing problem. He said, “I made three sales calls yesterday but didn’t make a single sale. This is starting to look like a trend.” I asked him what was the reason his prospects gave him for not purchasing. He said,

March 18, 2008

Eliminate Objections and Increase Sales

You close your sales opportunities 100% of the time when you make a presentation, right? You don’t? Why not? It’s a simple question with a simple answer: objections! People don’t buy because they have objections. If, and only if you can overcome all of a potential customer’s objections can you then close the sale. I went to the baseball game last fall. My favorite team, the Cardinals, were playing the Padres. It was a sold

January 2, 2008