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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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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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Cold Call Anxiety? 7 Hacks to Feel and Sound More Confident!

cold call anxiety hacks

“Woohoo! Let’s go make some cold calls!” said no one ever.

Making cold calls is just not something most people love to do. Sure, many salespeople enjoy aspects of it. Many more simply get used to it and come to appreciate the value of it.

But for most people, cold calling can be a source of anxiety. Especially in the beginning. In fact, 40% of salespeople report experiencing intense cold call anxiety at some point in their career. Read More…

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7 Things Salespeople Can Do to Increase Customer Loyalty

increase customer loyalty

Loyal customers are the backbone of virtually every successful business. After all, it’s easier and less expensive to invest in keeping existing customers longer, than to continually find new ones. Even businesses that do manage to consistently bring in new business, can be destroyed by churn.

That’s why it’s so important for sales professionals to understand how to build loyalty with prospects, and how to maintain these relationships to create relationships that endure. Read More…