When an Objection Isn’t an Objection? [With Examples]
When is an objection NOT an objection? When it comes at the beginning of your presentation. The blow offs you get at this stage are merely initial resistance, and the last thing you want to do is try...
View ArticleHow to Respond to Objections – In 5 Basic Steps
When it comes to overcoming objections, it’s imperative to build trust and rapport by demonstrating, with your professionalism and forthrightness, that you want to answer the prospects’ concerns with...
View ArticleHow to Overcome the “I want to think about it…” Objection
Out of all the possible objections you get when selling your product or service, the nebulous, “I want to think about it” is probably one of the hardest ones to overcome. I mean, the prospect isn’t...
View ArticleSelling is a Contact Sport: Keys to Effective Phone Calling
It has been said that salespeople who avoid making phone calls have skinny children. Prospecting for new business is critically important and for the majority of salespeople, it is by far the most...
View Article6 Ways to Handle the “I’m Not Interested” Blow Off
You use blow off statements all the time. Think about your response to a sales rep at a department store who asks you, “Can I help you find something?” Your typical response is probably something like,...
View ArticleHow to Eliminate Objections
I was coaching a client this week and he was complaining about the biggest objection he almost always gets at the end of his presentation – that prospect stall the sale by saying they have to run it by...
View ArticleDon’t Say That, Say This! [Examples Included]
Sales is set of skills that anyone can learn. If you learn and then practice the right skills, then things will be easier for you, and you’ll have more success. But if you don’t learn and use the right...
View ArticleHow to Handle the “I Need to Think About It” Objection
How do you currently handle it when your prospect gives you the stall, “I need to think about it”? If you’re like most sales people, you might give a wimpy, half-hearted response and then ask when you...
View ArticleObjection Handling: How to Cope with the “I’ll have to speak with…”
There are a few objections that seem – at first glance – almost impossible to overcome: “I want to think about it,” is one of them – but a close second has to be the “I’ll have to speak with….” someone...
View ArticleHow to Handle Clients Who Bring up Annuity Fraud
“Didn’t a bunch of people just recently get ripped off by annuities?” You’re bound to hear that question if you’re an investments advisor aggressively selling annuities — and you should always have an...
View ArticleThe 3 Primary Variable Annuities Objections and How to Handle Them
If you sell variable annuities, you’ve probably been here before: You have an ideal candidate for a variable annuity – for example, someone whose income is high but has already maxed out 401(K)...
View Article7 Forgotten Insurance Sales Techniques
In the beginning was the close, and the close was good because the buyer was ignorant of the close. Then, buyers saw the close for what it was and many began to hiss at it and gnash their teeth. But,...
View ArticleExcellent Way of Handling the “I Need to Think About it” Objection
You should expect objections and you should not be surprised by them! Of course, people are going to have some questions (objections) before they purchase or invest with you. So don’t get defensive,...
View ArticleDeleting the Objection, “Email That to Me!”
What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that you will need to talk to...
View ArticleRelaxing Over Objections Could Double Your Business
What two crises does every sale have? Objections and “the close”. It’s at these two places that the success or the failure of your sale teeters on the edge. What if you actually used these two crisis...
View ArticleHandling the Objection –“I Need to Speak With…”
A new year is upon us and guess what? The teams I’m working with are still getting the stall, “I need to speak with (my partner, my boss, purchasing, etc.).” Oh my gosh, by golly, you’d think they’d...
View Article5 Ways to Better Objection Handling
Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.) I...
View ArticleMeasure the Most Important Metric
If you’re in management, then there are a lot of metrics to choose from. Companies measure all kinds of things these days— the number of phone calls, connect rates, presentations set, leads in the...
View ArticleHow to Handle Paralysis by Analysis
How many times have you had a potential sale end up in the twilight zone, where your clients will ask endless questions, and request wave upon wave of illustrations and scenarios? It happens way too...
View ArticleTurn over Client Objections with the Value Formula
It’s a natural impulse to argue or justify against an opposing viewpoint when confronted with an objection. A defensive posture does little to build strong client relationships or successfully...
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