Handling Objections
Read Article“Send Me Some Information”
Send me some information is usually a polite brush-off, not real interest. Use Reward & Refocus, Easy Exit, Colombo, or Let's Pretend to handle it.
Topic
Handling Objections
Defuse stalls, "think it over," information requests, and price pushback with less pressure.
11 articles
Handling Objections articles
Handling Objections
Read Article“I Need To Get Some Other Quotes”
When a prospect wants other quotes, don't cave on price. Three tactics, Reward & Refocus, Sense It & Say It, and Easy Exit, handle this stall with confidence.
Handling Objections
Read Article“Your Price Is Too High”
Price objections are often smoke screens. Confirm price is the real issue first, then find out how far apart you are before you give ground.
Handling Objections
Read Article“I’m Happy…Why Should I Change?”
When a prospect says they're happy with their supplier, don't pitch. Try 'Maybe you shouldn't change', a pattern interrupt that takes the pressure off.
Handling Objections
Read Article“Sorry, My Boss Has To Approve This”
When a prospect says the boss has to approve it, fight for access to the decision maker first, then use tactics like Reward & Refocus and the Scale.
Handling Objections
Read Article“I Need To Think It Over”
'I need to think it over' is often a slow no. Make it safe for the prospect to say no, and use a Closing Plan to avoid the stall altogether.
Closing & Decisions
Read ArticleTraditional Closes & Trial Closing
Presumptive, alternative-choice, and trial closes still work in transactional sales, and here's how to use each without pressuring the prospect.
Handling Objections
Read ArticleMaintaining Your Price
Price objections come with the territory. Stop signaling you'll cave, find more pain, and reframe the talk from price to value to hold your number.
Handling Objections
Read ArticleHandling Objections
Objections aren't really your best friend, but they reveal a prospect's interest and concerns. A simple process for handling them builds trust and wins deals.
Handling Objections
Read ArticleClearing the Objection Minefield
Don't ignore the landmines. Surface likely objections like price or decision-maker access early with a 'my biggest concern' question before they sink the deal.
Handling Objections
Read ArticleEliminating Pressure
The 'going negative' technique removes the pressure to buy by giving the prospect an easy exit, so they open up and move the sale forward.