"Why isn't it okay for a salesperson to take "no" for an answer? Why are salespeople perceived as non-performers when they accept that "no" can be the answer?" WARNING: This article provides answers to these questions that may be different than you expect!

The price question presents you with a serious dilemma: How do you honestly answer the question of price, yet at the same time save a detailed conversation about price until you have had the opportunity to build the value in your product and service that justifies its price?

Because of personnel cuts over the past 24 months, more work is required of those who are still employed. What this means to you is you must be equipped with the right response(s) to handle the "I'm too busy" objection. This article provides 5 scripts that will help you stand out from your competition!

There is no secret to "overcoming" the price objection. The truth is that the price objection cannot be overcome. It is meant to be resolved through thought facilitation by the salesperson where the salesperson helps the prospect work through the price concern as opposed to attempting to overcome it.

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!