Objections And Questions
No matter how excellent your product or service and how well you present it, it is inevitable and sometimes most welcome that prospects have questions and even concerns. It is somewhat less welcome when they have objections or just make excuses and want to stall on making their buying decision.
To be successful in sales, it's important to be able to handle all of these professionally and get a positive result. Bruce King has been coaching business owners and their sales teams for over 25 years on how to handle this part of the sales process successfully.
In this section of The Rainmakers platform Bruce will coach you on the five major rules for handling questions. He will show you several ways to handle price objections, and how to easily and successfully overcome several other common and sometimes difficult to respond to objections and stalls.
Start winning today
Get immediate access to all these Sales & Marketing tutorials, downloads, resources, tools and much more from resident experts Chris Haycock, Bruce King and guests.
What will you learn?
Some of the tutorials you'll have access to inside The Rainmakers:
DAMMIT - THEY ARE NOT THE DECISION-MAKER
BRUCE KINGYou finally find out that the person you have been presenting to is not a decision-maker. Here's what to do next.
THE NEGATIVE SELLING STRATEGY
BRUCE KINGSometimes it's far more effective to push the prospect or customer away, rather than try to sell to them. Here's how to do it.
CALL THE STALLER'S BLUFF
BRUCE KINGHave you ever given a prospect a quote, submitted a proposal, agreed the next steps, and then they go quiet on you? In this video I explain how to handle these situations and save yourself a lot of time, money and stress.
RESPONDING TO 'IT'S NOT A GOOD TIME TO BUY'
BRUCE KINGVarious ways to respond and overcome the objection or stall when a prospect says 'it's not a good time to buy right now', or words to that effect..
QUESTIONS, CONCERNS, OBJECTIONS AND STALLS
BRUCE KINGIn most sales presentations, your prospects will raise objections, ask questions, express concerns and maybe stall. In this video I explain how to identify which they are, and how to handle them.
FREE TO WATCH
HOW TO DEAL WITH 'I'M NOT INTERESTED'
BRUCE KINGHave you ever had a blunt 'not interested' when you first approached a decision maker? Here is how to get them interested with just a few words.
HOW TO DEAL WITH 'I'M HAPPY WITH MY CURRENT SUPPLIER'
BRUCE KINGDo prospects sometimes say 'No thank you, I'm happy with my current supplier.' Here's how to win their business.
FREE TO WATCH
PRICE OBJECTIONS AND VALUE
BRUCE KINGWhat is the 'real' value of your product or service? This lesson will really emphasise the importance of value rather than price!
DEALING WITH 'I HAVE TO THINK IT OVER'
BRUCE KINGI have to think it over is either true, or just a stall. And even if the prospect does needs to 'think it over', they rarely do. In this video, I give you the precise words I use to overcome this.
FREE TO WATCH
'I HAVE TO THINK IT OVER' - THE UPFRONT CONTRACT
BRUCE KINGHere I show you how you establish an up front contract with your prospect, so they agree they will not say they want to 'think it over' - and before you even start your presentation.
RULES FOR HANDLING QUESTIONS AND CONCERNS 1
BRUCE KINGThe first of 5 rules on how to handle questions and concerns. This one explains the importance of letting your prospect finish all they have to say before responding.
DEALING WITH 'JUST SEND ME A PROPOSAL'
BRUCE KINGHave you ever invested hours putting together a proposal, only to find it impossible to get through to your prospect on the telephone again? Here is how to take control of this situation
RULES FOR HANDLING QUESTIONS AND CONCERNS 2
BRUCE KINGWhy it's so important to be absolutely clear what your prospect's concerns are, and how to be sure before responding.
RULES FOR HANDLING QUESTIONS AND CONCERNS 3
BRUCE KINGHere I explain why you should aim to identify all your prospects questions and concerns, before responding to any of them.
RULES FOR HANDLING QUESTIONS AND CONCERNS 4
BRUCE KINGIn this video, I share with you the two words you must not use when responding to questions or concerns. If you do, you risk confrontation rather than cooperation.
RULES FOR HANDLING QUESTIONS AND CONCERNS 5
BRUCE KINGIn this video is the best way to respond to a concern, and show you empathise with your prospect. It's a warm and cuddly response.
PRICE OBJECTIONS - DON'T BE IN A HURRY TO REDUCE YOUR PRICE
BRUCE KINGPrice may not be an issue at all, it's value for money that concerns most buyers. Use some of the strategies you'll learn in this and other videos and stick to your price.
PRICE OBJECTIONS - FOCUS ON THE PRICE DIFFERENCE
BRUCE KINGIn this video I show you how to make the sale by focusing on the difference between what you want to charge and what the prospect wants to pay.
DEALING WITH 'I HAVE TO DISCUSS IT WITH...'
BRUCE KINGYou have made your presentation, they tell you they have to discuss it with someone else. Is it a stall or is it true? Here is how to handle this situation.
