By Andrew Smith
Your Prospects Are Changing: How to Sell your Price and Overcome Objections in 2021
Handling objections can be a daunting task for even the most seasoned sales representative. The success rate at which they are overcome frequently lies in how they are perceived. Dave Yoho believes that objections are a sign of interest. By paying attention to the areas of your presentation where objections are raised, you will discover what specifics your prospects have a high interest level for.
Your price will always be the biggest objection that is raised, so begin by knowing these three realities:
Once you recognize these realities, it will be easier to develop a structured approach for handling price objections.
Meet the Speaker
Dave Yoho founded a company at age 28, which eventually operated with 22 branches in 13 states and in the early ‘70s had a volume of $60 million. His ideas and counseling have brought success to thousands. His experience representing Fortune 500 companies as well as entrepreneurs gives him a rich history of profit improvements, turn-arounds and in-depth problem solving.
He is the President of the oldest, largest and most successful consulting company representing small businesses. He has appeared in over 100 training videos. He is the author of the best-selling book: Have a Great Year Every Year (Oakhill Press). His company developed the sales methods which are used by the most successful people in the home improvement industry.
President & Consulting Expert