objections

Business Development Clinic: 3 ways of dealing with a potential client who asks for a fee reduction

In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices available to you: 1) State the fee is what it is. In this scenario, you are calling the …

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Business Development Clinic: How to cope with objections from potential clients

You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us My concern is whether this project will get us the results we need Your fees seem to be quite expensive Do you think you have the people …

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What to do when a client says no to working with you

Imagine the scene: you were discussing your offer with a prospective client, that was interested in purchasing your services. Sometimes you might expect one or two “objections”, but you know  how to deal with an objection. Normally objections are simply issues the prospect wants clarified; hence the simple statement objections are not rejections. You’d got over those objections and made …

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How to deal with an objection and increase your sales

Have you ever worried about what to say if somebody throws objections at you? Earlier this week I was sitting in a restaurant and couldn’t help overhear what was an obvious sales conversation that was going downhill rapidly! This happened as a result of a question that the sales person took wrongly. It was a …

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