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How do you handle a price objection? It’s going really well, and then ‘that’s a bit expensive.’ What do you do? Join Bob and Jeremy as we uncover how viewing objections as speed bumps rather than roadblocks can transform your sales strategy.

In this episode we shine a light on price objections, equipping you with the tools to handle them like a pro. Prepare to turn those apparent sales hurdles into golden opportunities by mastering the art of questioning and understanding the psychology behind customer resistance.

Journey with us through an engaging scenario involving a middle-class domestic purchase, where we demonstrate our top objection handling strategies. Discover why objections might be the secret buying signals you've been missing all along. From the importance of early preparation to the nuanced dance of reselling, this episode is your guide to revolutionising your sales conversations. Whether you're a budding salesperson or a seasoned expert, tune in for tips that promise to elevate your approach and maximize your success.

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

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How good are your questioning skills?
What if your questions could unlock the doors to deeper client relationships and increase sales?

Join us as we unpack the transformative art of questioning in sales, inspired by the insights of Elmer Wheeler. Too often, salespeople fall into the trap of asking generic, uninspired questions like "How's business?" or "How are you today?" We're here to change that narrative by showing you how to craft questions that not only engage but also gather crucial information, setting the stage for meaningful conversations and improved customer satisfaction. This episode is your guide to moving away from stale pitches and toward conversations that matter.

In our discussion, we emphasise the potency of open-ended questions and the strategic use of the six honest serving men—who, what, when, which, why, where—to elicit thoughtful responses. Discover why steering clear of emotionally charged "why" questions can create a more inviting atmosphere for dialogue. We delve into the concept of "Wickering" and explore layered questioning techniques through a humorous travel sales scenario, illustrating how these approaches can enrich interactions. By focusing on understanding client needs and facilitating informed decision-making, you'll learn how to offer solutions that truly resonate, thereby strengthening client relationships and paving the way for success.

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

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Can you confidently state the price of your product without feeling like you’re dropping a bombshell? Uncover the secrets to mastering price delivery in sales, and learn why timidly muttering numbers or hiding them between features can erode your credibility. We share vivid anecdotes, such as the tale of a travel agent struggling with high holiday costs, to illustrate the pitfalls of the "cappuccino price delivery" and the "price sandwich" methods. By the end of this discussion, you'll grasp the importance of presenting prices with unwavering confidence and truly believing in the value of what you're selling.

Drawing inspiration from sales legend Zig Ziglar, we emphasize the critical role of confidence and enthusiasm in every sales interaction. Discover how mastering your language and genuinely conveying belief in your product can transform your sales outcomes. Sales is more than a transaction—it's about transferring feelings. Your conviction can be the difference between closing a deal and missing out. This episode is packed with practical tips to enhance your price delivery technique, ensuring your entire sales process is not just robust but also convincing. This skill is crucial for sales success.

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.