7 articles in this category
I used to dread objections. Now I treat them as buying signals. Here's my step-by-step method for handling objections, with a warning about what can g...
Most sales reps treat objections as hurdles to overcome. I think they're clues—and the best reps use them to disqualify, not persuade.
Most sales reps treat objections as attacks to defeat. That's wrong. The best reps use Sandler's negative reverse selling to turn objections into comm...
Most sales reps treat objections as battles to win. I say they're invitations to teach. Here's how to stop fearing “no” and start using it to close bi...
Most reps treat every objection as a price problem. But the real killer is often hidden risk. Here's how to dig it out with a few practical tactics—an...
Most objection training teaches you to defend against 'no'. I'll show you why the Challenger approach—teaching, tailoring, taking control—beats Sandle...
Objection handling is broken because reps answer too fast. Flip it: use Sandler's negative reverse selling to make buyers argue for you. Here's the 6-...