Very few sales professionals operate in a vacuum Dunk Heels. They normally have to face competitors at many different stages in the sales cycle.

The earlier you face them and help the customer reject them, the easier your job will become Cheap Nike Heels. Many top sales professionals, who know that their customers need to go out to tender, help the customers, write the Requests for Proposals (RFP).

I always remind sales people that I work with if receiving an RFP is a surprise losing it shouldnt be! One of the competitive tactics, I teach, is to Raise the Bar Jordan High Heels. What this basically means is that if youre neck and neck in a competitive bid, throw in some additional features or benefits, which the customer may need, that you know your competitor cant deliver.

A great tactic, but what do you do if this happens to you You need to test if this is a genuine requirement Dunk High Heels. You need to ask them how valuable to their business would having this requirement be.

You also need to confirm whether or not it is a sale breaker. If it is, then either walk away, or see if you can match their need in a way that still benefits both parties. Sales objection Type 3 Genuine Concern, or an Expectation Gap. The final type of objection arises normally due to a lack of qualification, or indeed not following an appropriate sales process. If at the close, a potential buyer is still not convinced, then either you have closed too early, or you have not addressed all their concerns. At this stage, you need to find out exactly what the issue it is. It may be one of lack of authority they cant actually make a decision to purchase, or is could be because they have not matched the value your product can give them, with their needs and expectations. Price should certainly not be an issue, if your customer appreciates the value of the product or service.