Addressing Objections

How Do You "Rate" Compared to the Competition?

You've considered how your accounts view you, but have you considered how they view your competition?

Is Your Sale Stuck Over a Basic Issue?

Prospects need to see that your sale is a personal Win.

Resolving Basic Issues Takes Some Basic Questioning

You can't get the sale until you get past the Basic Issues.

Objections - or Offers?

Objections aren't necessarily obstacles to be overcome. This article explains why the expert salesperson interprets objections as the reluctant customer's "offers to keep talking."

Christopher Columbus, Salesman

Learn a lesson from one of history's great salesmen - Christopher Columbus. In selling his westward voyage to his royal sponsors, he overcame their most formidable objection with a "cost benefit" analysis.

Leveraging Your Strengths

Extremely powerful, yet easy to use, a lever is one of man's great inventions. And it's one of selling's most effective tools. To get rid of deeply impacted problems, lever them out with your company's strengths.

The Art of ACE-ing Objections

A three-step method of turning client objections into selling opportunities.

Shattering Sales Resistance

Brian Tracy discusses "getting physical" as a way of overcoming general sales resistance.

Reduction to the Ridiculous

A time-tested, objection handling tool.