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In this essential episode of "The Selling Podcast," Mike and Scott dive deep into the art of transforming common sales objections from roadblocks into stepping stones. They break down three of the most frequent objections sales reps face, providing you with battle-tested responses that not only neutralize the concern but also advance the sale:

1. The Price/Cost Objection: "It's too expensive." Mike and Scott explain why this often isn't about the actual dollar amount, but about perceived value. They'll teach you how to reframe the conversation, instantly increasing trust by acknowledging their concern. Then, pivot to demonstrating return on investment (ROI) and how your solution truly saves time/money, moving the discussion to a compelling ROI-focused breakdown.
2. The Need Objection: "We're doing fine without it." This objection often stems from a lack of awareness of untapped potential. Mike and Scott show you how to respond with respect and curiosity, avoiding defensiveness. The key is to acknowledge their current success while gently introducing the idea of optimization and improvement, effectively transitioning you into consultative selling.
3. The Trust/Timing Objection: "I need to think about it." This classic objection often masks underlying concerns or a lack of clarity. Mike and Scott reveal how to respond with empathy and a strategic question to uncover the real blocker. Learn how to show understanding and then directly address their core hesitation, helping to uncover the true objection and keeping the conversation moving forward decisively, preventing stalls.

This episode isn't just about scripting responses; it's about developing the mental fortitude to handle objections with confidence and clarity, ensuring you can navigate any sales conversation effectively and turn every objection into an opportunity for a deeper connection and a closer deal.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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