Whether it’s the generic “Your price is to high” or “I need to think it over”… or concerns with a specific issue that seems to come up time-after-time-after time, for far too long objections have been the bane of the sales professional’s existence.

And it simply need not be that way…ever again!

Long-time sales leaders, Jeff West and Bob Burg, coauthors of the new book, Streetwise to Saleswise: Become ObjectionProof™ and Beat the Sales Blues will help your listeners turn doubting prospects into ecstatically happy new customers/clients.

Suggested Interview Talking Points/Questions:

• Why do you say objections no longer need to be something to fear?
• What is the curse of “The Perfect Response”…to “The Wrong Objection.”
• You say you should never try to “overcome” objections. But, if you don’t, how do you advance the sale?
• What do you mean by “Framing” and why is it so important?
• But what if your prospect already has a lousy frame? What do you do?
• How do you get past that always difficult gatekeeper?
• What are “Fusion-Points” and why do you say they’re the key to all sales success?
• You have a very, very different view of “Value Propositions” than most. Why?
• How do you effectively work with the old standards such as, “I need to think it over”, “your price is too high”, “we’re happy with our other supplier” and other objections that give my listeners nightmares?
• You say there’s an old, believed, but false saying about objections. What is it?
• Is there a way to receive significantly fewer objections in the first place?
• Is there a phrase to really help accelerate your ability to set appointments?
• Is there a best time to answer an objection? If so, what is it?
• You say it’s not the “NO’s” that cause potential star salespeople to quit. Then, what does?
• How important is empathy in becoming Objection-Proof®?
• Tell us about the “out” or “backdoor.”
• What are the 5 steps to working with objections like a pro?