If price is the focus of your discussions with prospects or customers, the unspoken assumption is that your products or services are basically identical to competing products or services. Is this assumption valid? Are there really no identifiable (and quantifiable) differences between your products and services and competing products and services?

If you have been in sales for any period of time you have run into sales objections. Objections are what happen when you ask a prospect for an order and the prospect responds with anything other than "Yes."

Neither you nor your employer can any make money unless a prospect says "yes". However, getting prospects to say "no" can be equally critical to your success!