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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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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