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How to Respond When a Prospect Says, “I Don’t Have the Money”

I don't have the money and other price objections

You’ve gone through your sales pitch, had a discussion about your product or service, answered some questions, and then you hear it.

“I don’t have have the money.”

This common objection might sound a little different, when you hear it:

  • I don’t have the money, right now.
  • We don’t have the budget for that.
  • That’s too expensive.
  • Oh no, I can’t afford that.

So, how do you handle price objections like these? Here are 6 smart strategies to add to your arsenal.

Let’s dive in…

1. Prevent the objection before it happens

The best way to handle this is to not let it come up in the first place.  Read More…

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Awesome Reasons to Keep a Sales Journal and 10 Valuable Things to Record In It

why you should keep a sales journal

Why do people keep journals?

For all kinds of reasons. To preserve memories. To capture feelings and progress over time. To serve as a reminder of challenges faced and lessons learned. To foster creativity. To get stress out.

All of these make great reasons for salespeople to keep journals as well.

Let’s face it. Selling is challenging. It’s full of ups and downs. It’s hard work that requires organization, planning, and motivation. And it throws situations at us that we can learn from, basically on a daily basis. Read More…

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How to Respond When a Prospect Says, “I Need to Think About It”

I need to think about it objection responses

Of all of the objections you can face during a sales call, hearing the words, “I need to think about it” can be one of the hardest to gauge.

On the one hand, a slow yes is better than a fast no. But the more time a lead takes to think, the greater the chance that he or she will find another option or just talk themselves out of making a purchase.

Of course, people make decisions on their own time. It’s not always reasonable to believe that you can get an immediate decision just by saying the right thing. But that doesn’t mean you can’t help your chances, or get valuable information that ultimately seals the deal, either. Read More…

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7 Keys to a Great Sales Script

keys to a great sales script

Your sales script is one of the most vital tools you have in phone-based sales. Too often, sales professionals just go with what they think works, without understanding the hows and whys behind the words.

If you’re utilizing a script, you should not only know it well, but have a relationship with it that goes deeper than reciting lines. Your script is something that should be thought about, analyzed and evolved. Read More…

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Why Your Phone Dialer Should Sync with your CRM (And How Easy It Is To Do)

Sync dialer with your crm

Thanks to Claudia Martinez of PieSync for this guest post.

Your CRM is the core of your business. It’s where you store most of your customer data. That’s why it’s the best resource your salespeople have to close deals. At the same time, it’s an information bank that helps your marketing team understand what drives a customer’s decision.

But a CRM is only as good as the data in it. Your CRM will quickly lose efficiency when it’s not in sync with the other business tools that store customer data. All the apps you use to interact with customers and prospects gather invaluable insights. That’s especially true for the software you use to power phone calls and dialing activity – a key source of personal and immediate communication which holds great value for your company. Read More…