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Know Your Lines: What to Say When Prospects Ask You Tough Questions
“In Know Your Lines, you’ll discover how to turn tough objections into engaging, customer-focused conversations. It’s time to stop getting stumped and start making more sales.” - Jill Konrath, Author of Selling to Big Companies and More Sales, Less Time
Chances are at some point during the sales cycle your prospect will say one or more of the following
“We need time to think this over.”
“Your price is too high.”
“We don’t have a budget.”
"What's the ROI?"
“I’m not interested.”
"What's your hourly rate?"
"Can you send me some information?"
When your prospects put you on the spot, you can feel off balance. Your initial instinct might be to say something to push things forward. To overcome your prospects’ objections so that you can get the sale. Yet often when you try to move things forward you end up creating sales pressure which pushes prospects away.
Know Your Lines teaches a different sales mindset; it will help you understand what your prospects are really thinking so you can respond in a calm and radically honest way. These techniques in conjunction with specific phraseology will help you create a safe environment where people feel comfortable opening up.
Strangely enough, when your intent is to understand your customer, you end up creating an open and honest environment that allows them to feel safe to share what they really think. The result? More truth and less time wasted chasing.
The "Digital Bonus" URL included in the book will give you access to corresponding videos of each objection to help you learn how responses sound. The digital bonus also includes an incredibly useful quick reference tool for diffusing objections when you’re making cold calls or when you’re having conversations with prospect.
Chances are at some point during the sales cycle your prospect will say one or more of the following
“We need time to think this over.”
“Your price is too high.”
“We don’t have a budget.”
"What's the ROI?"
“I’m not interested.”
"What's your hourly rate?"
"Can you send me some information?"
When your prospects put you on the spot, you can feel off balance. Your initial instinct might be to say something to push things forward. To overcome your prospects’ objections so that you can get the sale. Yet often when you try to move things forward you end up creating sales pressure which pushes prospects away.
Know Your Lines teaches a different sales mindset; it will help you understand what your prospects are really thinking so you can respond in a calm and radically honest way. These techniques in conjunction with specific phraseology will help you create a safe environment where people feel comfortable opening up.
Strangely enough, when your intent is to understand your customer, you end up creating an open and honest environment that allows them to feel safe to share what they really think. The result? More truth and less time wasted chasing.
The "Digital Bonus" URL included in the book will give you access to corresponding videos of each objection to help you learn how responses sound. The digital bonus also includes an incredibly useful quick reference tool for diffusing objections when you’re making cold calls or when you’re having conversations with prospect.
41 pages, Kindle Edition
Published November 4, 2017
21 people want to read
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January 19, 2022
Josh Braun is HANDS DOWN the WOLF OF WALL STREET in The B2b World! This was like a Mini MBA Course. Thanks for the awesome help Josh in motivating and inspiring us.
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