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    Handling Common Sales Objections and Improving your Sales Skills

    March 29, 2010 Posted by : Tim Hagen
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    Below are three top sales objections along with strategies to overcome them and improve your sales skills.

    Your competitor's pricing is better than yours.
    Make sure you are asking enough questions to get a good look at their buying criteria.  You don't have to lower your price if you can prove your product will better fit their needs.  Also look to other selling points such as better customer service that can make your product more appealing. 

    By asking more questions to better align your product with their needs you can make the sale without discounting, which is your opportunity over your competition.

    Your competitors have a strong existing relationship.
    Establish with this new prospect that you are not looking to replace but rather complement what they are already doing with your competitor.  This will put them at ease with you, and help you get your foot in the door with a smaller sale.  Then use that opportunity to really wow them, in the future they may decide to switch entirely.

    Whether you initially get in the door or not, begin building a relationship by helping them and asking for nothing in return.  Forward them a free lead or an articles relevant to their industry.  These self-less acts take just a few minutes of your time and by asking for nothing in return you begin to develop a relationship.

    Your competitor's product is better than yours.
    Again ask a lot of open ended questions, and find out more information about their needs. Are they paying for features or services from your competitor that they don't need?  Your competitors product may be better, but show your prospect that your product is all they need and you could convince them to switch over.

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    About Author

    Tim Hagen
    Tim Hagen

    Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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