Objections

Use this simple question to neutralize price objections. Sales Gravy Training

A Simple Question to Neutralize the Price Objection

Objections /

In this fast, hard-hitting clip, Jeb Blount and Brian Parsley break down the most common objection in sales: “The price is too high.” They explain why this objection has almost nothing to do with cost and everything to do with perceived value. When buyers say the price is too high, what they’re really signaling is…...

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Objections Book Club Guide

Fanatical Prospecting, Objections /

For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. The Objections Book Club Guide takes you and your team through the tools to become rejection-proof and get to YES. Download here…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a...

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Never Ask This Question in Your Sales Process

Articles, Objections, Qualifying /

In a recent training session, a sales rep asked this question: “Jeb, over the past month I’ve had several of my potential accounts hit a wall because the person I was working with turned out not to be the decision-maker. What is frustrating to me is these people told me in our initial meeting that…...

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Car Sales EQ

The Meta-skill of 21st-Century Sales Professionals

Articles, Objections, Sales EQ /

Last year my wife purchased a new Jeep Grand Cherokee.  She did her research up front. Before she ever walked into the dealership she knew more about Jeep Grand Cherokees that the people selling them. She knew exactly what she wanted: sliver exterior, dark leather interior, navigation system, and a sun-roof. She’d compared prices across…...

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red herring objections

Do Not Chase Red Herrings

Negotiation, Objections /

You must avoid getting drawn in by red herring objections at all costs. A red herring is something your stakeholder says that diverts your attention from the objective of your sales meeting. What Not to Do In Response to A Red Herring The term red herring is thought to originate from the practice of dragging…...

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The Four Titans Talk Sales Objections [Video]

Objections, Videos /

On this video, Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike Weinberg discuss sales objections…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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Skipping Past Sales Objections

Skipping Past Sales Objections Webinar with Jeb Blount

Objections /

In this webinar, which pulls from the pages of my best-selling book Objections, I discuss the 4 Types of Objections you meet in sales, and techniques for dealing with each objection…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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