Media Sales Today

Sales Machine writer Geoffrey James focuses on an all-too-common sales objection in his recent article. How many times have you heard “it costs too much” when selling a product or service?

The scenario: After hearing your initial sales pitch or first meeting, a prospect asks you to shoot him or her an email with your information. Could this be genuine interest in your product/service or merely a brush-off?

Did you ever think that a Dr. Seuss book could relevant to selling? If not, think again!

Are you finding yourself hearing “let’s wait until after the holidays” or “we are going to hold out until the new year” from prospects? The holiday brush-off can really put a damper on end-of-season sales, but many salespeople just accept this logic from prospects and take a step back.

Objections are frustrating, and it can be difficult to quickly come up with a comeback when faced with one from a prospect.

Do you have a particular sales style? Xavier Sotelo, sales contractor and consultant, writes that there are three forms of communication in sales, each varying in effectiveness, when it comes to facing objections from a prospect.