Disarm Objections – Don’t Get Dismissed Prematurely

Objections are thrown out through all stages of the selling process, not just at closing time. The prospecting stage is no different. Doing sales training with a bank based in Baltimore their bankers were faced with two common objections when cold calling. One: “We’re doing business with another bank already.” Two: “It’s too much of a hassle to change banks.” They get these objections 75% of the time they told me and they are always at a loss for a response.

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Cold Calling Objection – Bring It Up First to Get Your Foot in the Door

When cold calling, anticipate objections. The first objection you’ll hear is, “I’m not interested.” Steal their thunder.

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Your Competitor Is Your Best Ally

Too many people in business are worried too much about their competitors. If you focus strictly on their price compared to yours, this may be a legitimate concern. But if you look at the big picture, you may find your competition can actually make the sale for you. If you focus on doing your job the best you can, often the competitor’s incompetence will “unsell” them and leave you as the only viable vendor for your prospect.

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Handling the Price Objection – Control Their Expectations

Roy H. Williams (The Wizard of Ads) has said that, “Value, in the eyes of the customer, is simply the difference between the anticipated price and the marked price.” He goes on to say that, “The secret, then, is to control the anticipated price.” I learned how to control the anticipated price years ago when

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Handling the Price Objection – Control Their Expectations

Roy H. Williams (The Wizard of Ads) has said that, “Value, in the eyes of the customer, is simply the difference between the anticipated price and the marked price.” He goes on to say that, “The secret, then, is to control the anticipated price.”

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