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Do you remember your first sales call as a Professional Salesperson? We were discussing this with our sales training partners in Edmonton, Calgary, Vancouver and Victoria recently. What was your most important goal in that meeting? As one Salesperson told me “I just wanted to get through it without throwing up!” Other than holding down breakfast, what did you want to accomplish with the decision maker?
Dealing with price objections is one of the biggest hurdles that our sales training partners in Vancouver, Edmonton and Calgary deal with on a consistent basis. Salespeople representing high quality providers must be skilled in handling buyers who always want a deal. Fierce competition, online discounters and a troubled economy can make us nervous to say no. How should you handle this objection?