The Secret to Handling Objections

What exactly is an “objection”?  Webster’s dictionary defines “objection” as “an expression of opposition or disapproval.”  But that is not always the truth.  Sometimes it is a “get you off the phone” objection. “Handling objections,” ...

The Price Objection

Has this ever happened to you?  You make a prospecting call and introduce yourself, your company and your products.  But before you have a chance to ask qualifying questions, the prospect asks:  “What’s your price?” One of the biggest mistakes new salespeople make is quoting price too...

One 3-Letter Word Can Ruin the Call

There is one word, used in everyday conversation, which can derail an otherwise perfect sales presentation.  This one little word is often used when responding to an objection, and it can ruin everything else you say, especially during a cold call.  It is surprising how often sales reps use this word when...