Comments for The Sales Action Plan... Sales Blog and Sales Podcast http://salesactionplan.com Thu, 11 Mar 2010 20:22:56 +0000 http://wordpress.org/?v=2.7.1 hourly 1 Comment on Overcoming the Four Top Pricing Objections in a Complex Sale by Nick Moreno http://salesactionplan.com/10/negotiating/overcoming-the-four-top-pricing-objections-in-a-complex-sale/comment-page-1/#comment-1017 Nick Moreno Wed, 27 Jan 2010 20:23:16 +0000 http://salesactionplan.com/?p=195#comment-1017 Often, the prospect just wants to insure your next prospect will not receive a lower price. I know that was on my mind when I purchased my new car. Thanks for the fine article. Often, the prospect just wants to insure your next prospect will not receive a lower price. I know that was on my mind when I purchased my new car.
Thanks for the fine article.

]]> Comment on Six Major Sales Objections and How to Overcome Them by sales skills http://salesactionplan.com/09/cold-calling/six-major-sales-objections-and-how-to-overcome-them/comment-page-1/#comment-1016 sales skills Sat, 02 Jan 2010 05:30:42 +0000 http://salesactionplan.com/?p=191#comment-1016 These are the common objections made by customers, now it is totally up to the salesperson that how he deals with all that. Only good salesperson having good skills are able to manage this. These are the common objections made by customers, now it is totally up to the salesperson that how he deals with all that. Only good salesperson having good skills are able to manage this.

]]> Comment on Overcoming the Four Top Pricing Objections in a Complex Sale by Michael http://salesactionplan.com/10/negotiating/overcoming-the-four-top-pricing-objections-in-a-complex-sale/comment-page-1/#comment-1015 Michael Thu, 24 Dec 2009 20:55:58 +0000 http://salesactionplan.com/?p=195#comment-1015 I sell a commodity in a very competitive market. In my experience, pricing objections are either a cover up for another objection, or my competition is offering a different solution 99% of the time. What I find out works well is to simply ask to see the other proposal that is beating my price. As long as I have already shared my numbers and built some rapport, then the prospect usually doesn’t have an issue with this. From there, I know how to move forward. I will either pointing out the value that I add and is missing from the other proposal, or know how much of a discount I have to ask my management to approve. It also helps me sell my managers on approval if I can provide documentation of what we are up against. In addition, I am always up to date on what my competition is doing. I sell a commodity in a very competitive market. In my experience, pricing objections are either a cover up for another objection, or my competition is offering a different solution 99% of the time. What I find out works well is to simply ask to see the other proposal that is beating my price. As long as I have already shared my numbers and built some rapport, then the prospect usually doesn’t have an issue with this. From there, I know how to move forward. I will either pointing out the value that I add and is missing from the other proposal, or know how much of a discount I have to ask my management to approve. It also helps me sell my managers on approval if I can provide documentation of what we are up against.

In addition, I am always up to date on what my competition is doing.

]]> Comment on Six Major Sales Objections and a Plan on How to Overcome Them by Bruce http://salesactionplan.com/07/prospecting/six-major-sales-objections-and-a-plan-on-how-to-overcome-them/comment-page-1/#comment-1014 Bruce Fri, 04 Dec 2009 20:43:16 +0000 http://salesactionplan.com/?p=175#comment-1014 "I'm too busy" "Send me some info" Your so called answers are incredibly salesy, pushy, and so outdated. If you didn't piss the prospect off with your first smart alec answer "Well why don't we meet instead of wasting time on the phone" You certainly would with the second:"I've got a better idea...." Why don't we meet...... All that amounts to is just pushing your own agenda and people are hugely turned of by that. In fact it is people experiencing crap like this from other so called salespeople that makes it just that much tougher for real sales professionals to connect. “I’m too busy”

“Send me some info”

Your so called answers are incredibly salesy, pushy, and so outdated. If you didn’t piss the prospect off with your first smart alec answer “Well why don’t we meet instead of wasting time on the phone” You certainly would with the second:”I’ve got a better idea….” Why don’t we meet……

All that amounts to is just pushing your own agenda and people are hugely turned of by that. In fact it is people experiencing crap like this from other so called salespeople that makes it just that much tougher for real sales professionals to connect.

]]> Comment on How Attention Details Can Make or Break Your Sales Success by Kent http://salesactionplan.com/05/sales-skills/how-attention-details-can-make-or-break-your-sales-success/comment-page-1/#comment-1013 Kent Mon, 23 Nov 2009 01:52:05 +0000 http://salesactionplan.com/?p=107#comment-1013 An add on to Dragan's comment: I recommend a big bowl of oatmeal and some eggs. You can go to 4 pm and not be hungry if you have this breakfast (of champions). I had meetings in the UAE during Ramadan and we had to eat breakfast at 6:00 am, start meetings at 7am and finish at 7:30pm with no food breaks... long day. An add on to Dragan’s comment:

I recommend a big bowl of oatmeal and some eggs. You can go to 4 pm and not be hungry if you have this breakfast (of champions).

I had meetings in the UAE during Ramadan and we had to eat breakfast at 6:00 am, start meetings at 7am and finish at 7:30pm with no food breaks… long day.

]]> Comment on Overcoming the Four Top Pricing Objections in a Complex Sale by Greg http://salesactionplan.com/10/negotiating/overcoming-the-four-top-pricing-objections-in-a-complex-sale/comment-page-1/#comment-1012 Greg Fri, 20 Nov 2009 13:19:45 +0000 http://salesactionplan.com/?p=195#comment-1012 Overcoming the Four Top Pricing Objections in a Complex Sale its all VALUE ! If you can't show them value-add, the customer will not buy Overcoming the Four Top Pricing Objections in a Complex Sale its all VALUE !
If you can’t show them value-add, the customer will not buy

]]> Comment on Overcoming the Four Top Pricing Objections in a Complex Sale by Nick http://salesactionplan.com/10/negotiating/overcoming-the-four-top-pricing-objections-in-a-complex-sale/comment-page-1/#comment-1011 Nick Mon, 16 Nov 2009 19:31:23 +0000 http://salesactionplan.com/?p=195#comment-1011 I will post something on this. I run into price objections in my sales all the time. I have seen it all. I sell equipment both new and used. I think the price objections are part of it especially on used equipment. I see guys using Financing as an objection. I always find it funny that someone will pay more for the lower rate. If they did the math a lot of time they would find out that the lower price/high rate is a better deal. I always point blank ask guys if they want to finance or do a cash deal. You would be surprise how many people will tell you that they are cash, but are looking for the lower rate. I just don't make the mistake anymore and always have a back up plan for financing. I will post something on this.

I run into price objections in my sales all the time. I have seen it all.
I sell equipment both new and used. I think the price objections are part of it especially on used equipment. I see guys using Financing as an objection. I always find it funny that someone will pay more for the lower rate. If they did the math a lot of time they would find out that the lower price/high rate is a better deal. I always point blank ask guys if they want to finance or do a cash deal. You would be surprise how many people will tell you that they are cash, but are looking for the lower rate. I just don’t make the mistake anymore and always have a back up plan for financing.

]]> Comment on Overcoming the Four Top Pricing Objections in a Complex Sale by The Anatomy of a Lousy Sales Pitch | The SalesRoundup Podcast http://salesactionplan.com/10/negotiating/overcoming-the-four-top-pricing-objections-in-a-complex-sale/comment-page-1/#comment-1009 The Anatomy of a Lousy Sales Pitch | The SalesRoundup Podcast Mon, 09 Nov 2009 19:09:39 +0000 http://salesactionplan.com/?p=195#comment-1009 [...] Overcoming the Four Top Pricing Objections in a Complex Sale The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections [...] [...] Overcoming the Four Top Pricing Objections in a Complex Sale The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections [...]

]]> Comment on Overcoming the Four Top Pricing Objections in a Complex Sale by Be careful what you ask for as a manager you just might get it! | The SalesRoundup Podcast http://salesactionplan.com/10/negotiating/overcoming-the-four-top-pricing-objections-in-a-complex-sale/comment-page-1/#comment-1004 Be careful what you ask for as a manager you just might get it! | The SalesRoundup Podcast Mon, 02 Nov 2009 18:48:23 +0000 http://salesactionplan.com/?p=195#comment-1004 [...] Overcoming the Four Top Pricing Objections in a Complex Sale The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections [...] [...] Overcoming the Four Top Pricing Objections in a Complex Sale The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections [...]

]]> Comment on Overcoming the Four Top Pricing Objections in a Complex Sale by Prospecting 2.0 Burn the Ships! | The SalesRoundup Podcast http://salesactionplan.com/10/negotiating/overcoming-the-four-top-pricing-objections-in-a-complex-sale/comment-page-1/#comment-1003 Prospecting 2.0 Burn the Ships! | The SalesRoundup Podcast Mon, 26 Oct 2009 20:32:50 +0000 http://salesactionplan.com/?p=195#comment-1003 [...] Overcoming the Four Top Pricing Objections in a Complex Sale The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections [...] [...] Overcoming the Four Top Pricing Objections in a Complex Sale The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections [...]

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