Articles under ‘Handling objections’

It’s been a while since the Spice Girls were in the pop charts. I was not a fan but one of their most memorable songs, for me, was called ‘Wannabe’ and it started something like this:
Yo, I’ll tell you what I want, what I really really want,
So tell me what you want, what you really [...]

They say that ‘love is blind’ and when two people are totally in love then they do not pay attention to one another’s faults. Often, over time, the initial passion begins to wear off and they start to notice things that annoy them – like squeezing the toothpaste from the middle of the tube or [...]

The other day a business man was complaining to me that certain buyers were not recognising the difference in value between his product and those of his competition. He was providing a much superior level of service but it was failing to register on the buyer’s radar. All they seemed to be interested in was [...]

You can avoid some serious diseases by receiving an inoculation. The smallpox inoculation works by infecting an individual with a mild case of smallpox and the body builds up natural defenses. In a similar way, you can inoculate prospects against serious price objections by using the concept of inoculation. This will help enormously when closing [...]