Posts Tagged ‘Proposal’

Overcoming Objections: Why do Prospects Object?

Often we as salespersons become disheartened due to the number, frequency and sort of objections we receive from prospects.  Some salespersons may even begin to feel a form of personal rejection.  In an attempt to help clarify what is really happening when a salesperson is given an objection, I would like to begin by getting rid of the cancer of personal rejection. I was fortunate to learn at a very early point in my sales career exactly why I should never take an objection as a

How often are salespersons found to be surprised, even shocked, when we do not close a sale that we thought was a “sure thing?”  This happens too often.  One of the principal reasons this happens is that the salesperson was never actually dealing with the REAL decision maker.  For the purpose of this article the term “decision maker” will mean the individual or the set of individuals required to approve a purchase. As the great J. Douglas Edwards was fond of saying, “If we are NOT talking directly to the decision maker, pack up and leave; unless we just want to ...