“Your price is too high.”

“It's not the right time.”

“I don't need your solution.”

Those are three phrases you do not want to hear when talking with prospects about your solutions.

You might be tempted to walk away when you hear those five-word curses, viewing them as a sign of rejection or a call to battle. With this attitude it's no wonder we handle sales objections poorly. In fact, objections are not such horrible things. They are an opportunity to understand your prospect better and move him closer to the sale.

Overcoming Sales Objections

Listen to John Doerr, President of RAIN Group, to hear how to overcome sales objections and move the sale towards the close. Specifically, John addresses:

• Why sales objections are a good sign in the sales process


• The 5 frequent sales objections and how to respond to each


• A proven process that works in overcoming any sales objection and gets you closer to the close


• The 4 categories all sales objections fall into


• How to get to the heart of the objection (often the issue is not what they first tell you)


• Mistakes to avoid when responding to sales objections

It's important that you don't disregard sales objections. They are a crucial part of the sales process that accomplished rainmakers handle with finesse turning those nos into yeses.

Fill out the form to the right to view Overcoming Sales Objections webinar now!

John Doerr is President of RAIN Group, a sales training, assessment, and sales performance improvement company that helps leading organizations improve sales results. John is co-author of the Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation (Wiley, 2011) and draws upon an extensive career in business leadership which has included senior executive management, business development and marketing, and product and service development. You can reach John at jdoerr@raingroup.com, follow him on Twitter @JohnEDoerr, or connect with him on LinkedIn.