by chris | Jun 15, 2016 | Sales Process
An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the... 
by chris | Oct 13, 2015 | Sales Process
“No” is a buying signal. I’ll take a “no” any day over a customer who won’t make any decision at all. At least a “no” is something I can work with. When a customer says “no,” we have to remember what they’re saying. The “no” is a no, but only for that moment in... by chris | Jun 27, 2015 | Sales Motivation, Sales Process
It sounds crazy to say this, but great salespeople love to hear the word “no” from a customer. “No” is simply a snapshot in time. The sooner you hear “no” from a customer, the sooner you can ask questions to find out why they... by chris | Mar 31, 2015 | Profit Maximizing Price, Sales Process
The customer rejects your price. They tell you it’s too high. You’re nervous you’re going to lose another sale and you wonder what to do. Problem is you may very well come up with the wrong solution. Your best solution is not to cut your price. Your best... by chris | Feb 4, 2015 | Profit Maximizing Price, Sales Process
You have the customer and the price you’re going to charge is right — at least it is to you. Problem is the customer doesn’t feel the same way. They feel the price is too high and they’re refusing to buy. How should you respond? Here are 5 ways to deal...
