Overcoming Client Objections in Sales

How to overcome client objections? Why do I lose project bids? What do I need to do to win clients? Jose Caballer and Chris Do tackle the difficult issue of closing the sale. Annotations: -- 1:08 Shift the conversation away from dollar amount and give it context. 1:50 Roleplay: Overcoming price objections 6:05 Clarify and surface clients underlying objections 7:35 Spend time learning what the real problem to solve is, and be ready to change what you are selling to accommodate when you hit a barrier 8:50 Find the problems, challenges, and needs as it pertains to the person you are talking to 9:45 If you are a solopreneur or don't have a large office space for meetings, dress sharp, and go to your clients office 10:45 Don't focus on the aesthetics: focus on what the business objectives are 11:33 Enlist the help of the company advocate to reposition the service a create a proposal that makes sense. 12:30 Point out the asymmetrical logic when it comes to services 14:12 For much larger bids, if you have a qualified network, assemble an all-star team of experts to lend credibility to your bid 18:06 If you don't have that network, reach out to people who you believe can be mutually benefited from your proposition 19:35 People will pay a premium for the insurance of getting things done as expected (or better than) 19:52 The Punch: Create a Top 7 Reasons/Strengths List of why your client should award you the bid 21:10 Get References: ask for clients to be a reference if they are over the moon with the experience before ending the engagement 21:45 Be Yourself, be authentic 21:30 Q: How do you deal with the 'no'? 26:16 If you were referred but still got a no, you can try enlisting the referrer into influencing the decision with the client 27:59 How to deal with 'Not right now' 30:00 If the person you are talking to personally wants to do the…