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Blog Posts 2020

Blog Posts 2021

Blog Posts 2022

Blog Posts 2023

Blog Posts 2024

Blog Posts 2020 (August - December)

1. The 12 Models of Selling
2. Persistence Pays Off
3. 15 Clues Your Account is in Trouble
4. Achieving Customer Service Excellence
5. Top Sales Producers are ALWAYS in Demand
6. Sales Objections Diagnostics: Why You Get the Objections You Get
7. Sales Process Diagnostics: Why Sales Fail and How Wins are Won
8. Competitor Analysis for Sales
9. Unique Selling Points Win Sales, Win Negotiations, and Keep Customers
10. Missing Buyer Beliefs Cause Objections
11. Defusing Anger
12. Selling at C-Level
13. Goal Setting - Reflect, Set, and Energize (also a customer service ebook and WBT course)
14. FAB - The Persuasive Language of Selling
15. How do you know when to do work planning, training, or coaching?
16. How to Use the Three-Step Quick Coaching Technique
17. Can you sell big-ticket complex items over the phone?
18. Telephone Cold Calling: How to prevent common initial contact objections
19. Elevator Speech
20. Effective Voicemail Messaging
21. Missing "Buyer Beliefs" cause the objections you get 2nd Edition
22. Which of these 85 most common sales stopping objections do you get?
23. General Strategy to Prevent "I don't believe a Need Exists" Related Objections
24. Find the Needs only you can fill
25. General Strategy to "Preempt" Objections
26. General Strategy to Respond to Objections
27. General Strategy to Negotiate Unanswerable Objections

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Blog Posts 2021

These blogs center around the book, "Objection Free Selling." Available as an eBook or in paperback form. This book continues to hit the Amazon Top 100 Best Seller Lists.

1. PREVENT the Objection, “Not Interested.” Strategy 1 of 6
2. Prevent the Objection, "Not Interested." Strategy 2 of 6
3. Prevent the Objection, "Not Interested." Strategy 3 of 6
4. Prevent the Objection, "Not Interested." Strategy 4 of 6
5. Prevent the Objection, "Not Interested." Strategy 5 of 6
6. Prevent the Objection, "Not Interested." Strategy 6 of 6
7. PREEMPT the Objection, "Not Interested. "Strategy 1 of 5
8. Preempt the Objection, "Not Interested." Strategy 2 of 5
9. Preempt the Objection, "Not Interested." Strategy 3 of 5
10. Preempt the Objection, “Not Interested.” Strategy 4 of 5
11. Preempt the Objection, "Not Interested." Strategy 5 of 5
12. RESPOND to the Objection, "Not Interested." Strategy 1 of 5
13. Respond to the Objection, “Not Interested.” Strategy 2 of 5
14. Respond to the Objection, "Not Interested." Strategy 3 of 5
15. Respond to the Objection, "Not Interested." Strategy 4 of 5
16. Respond to the Objection, “Not Interested.” Strategy 5 of 5
17. PREVENT the Objection, “Already have someone.” Strategy 1 of 5
18. Prevent the Objection, “Already have someone.” Strategy 2 of 5
19. Prevent the Objection, "Already have someone." Strategy 3 of 5
20. Prevent to the Objection, “Already have someone.” Strategy 4 of 5
21. Prevent to the Objection, “Already have someone.” Strategy 5 of 5
22. PREEMPT the Objection, “Already have someone.” Strategy 1 of 2
23. Preempt the Objection, “Already have someone.” Strategy 2 of 2
24. REPSOND to the Objection, "Already have someone." Strategy 1 of 2
25. Respond to the Objection, "Already have someone." Strategy 2 of 2
26. PREVENT the Objection, "We're satisfied with our current supplier." Strategy 1 of 4
27. Prevent the Objection, “We're satisfied with our current supplier.” Strategy 2 of 4
28. Prevent the Objection, “We're satisfied with our current supplier.” Strategy 3 of 4
29. Prevent the Objection, “We're satisfied with our current supplier.” Strategy 4 of 4
30. PREEMPT the Objection, “We're satisfied with our current supplier.” Strategy 1 of 2
31. Preempt the Objection, “We're satisfied with our current supplier.” Strategy 2 of 2
32. RESPOND to the Objection, “We're satisfied with our current supplier.” Strategy 1 of 3
33. Respond to the Objection, “We're satisfied with our current supplier.” Strategy 2 of 3
34. Respond to the Objection, “We're satisfied with our current supplier.” Strategy 3 of 3
35. PREVENT the Objection, “Don’t need it.” Strategy 1 of 4
36. Prevent the Objection, “Don’t need it.” Strategy 2 of 4
37. Prevent the Objection, “Don’t need it.” Strategy 3 of 4
38. Prevent the Objection, “Don’t need it.” Strategy 4 of 4

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Blog Posts 2022

The 2022 blog posts are a continuation of those from 2021 (based on the bestselling book "Objection Free Selling"). Often, blogs from 2020 are referenced, so if you are not familiar with them, now would be a good time to get acquainted with the knowledge, skills, and strategies taught in them.

1. PREEMPT the Objection, "Don't need it." Strategy 1 of 2
2. Preempt the Objection, "Don't need it." Strategy 2 of 2
3. RESPOND to the Objection, “Don’t need it.” Strategy 1 of 2
4. Respond to the Objection, “Don’t need it.” Strategy 2 of 2
5. PREVENT the Objection, “We do it internally with our own people.” Strategy 1 of 5
6. Prevent the Objection, "We do it internally with our own people." Strategy 2 of 5
7. Prevent the Objection, “We do it internally with our own people.” Strategy 3 of 5
8. Prevent the Objection, “We do it internally with our own people.” Strategy 4 of 5
9. Prevent the Objection, “We do it internally with our own people.” Strategy 5 of 5
10. PREEMPT the Objection, “We do it internally with our own people.” Strategy 1 of 3
11. Preempt the Objection, “We do it internally with our own people.” Strategy 2 of 3
12. Preempt the Objection, “We do it internally with our own people.” Strategy 3 of 3
13. RESPOND to the Objection, “We do it internally with our own people.” Strategy 1 of 2
14. Respond to the Objection, “We do it internally with our own people.” Strategy 2 of 2
15. PREVENT the Objection, “I can't use any more _____.” Strategy 1 of 4
16. Prevent the Objection, “I can't use any more _____.” Strategy 2 of 4
17. Prevent the Objection, “I can't use any more _____.” Strategy 3 of 4
18. Prevent the Objection, “I can't use any more _____.” Strategy 4 of 4
19. PREEMPT the Objection, “I can't use any more _____.” Strategy 1 of 2
20. Preempt the Objection, “I can't use any more _____.” Strategy 2 of 2
21. RESPOND to the Objection, “I can't use any more _____.” Strategy 1 of 3
22. Respond to the Objection, “I can't use any more _____.” Strategy 2 of 3
23. Respond to the Objection, “I can't use any more _____.” Strategy 3 of 3
24. Buyer Beliefs 2 & 3 - Responsibility and Authority
25. PREVENT the objection, "My boss won't authorize anything." Strategy 1 of 5
26. Prevent the objection, "My boss won't authorize anything." Strategy 2 of 5
27. Prevent the objection, "My boss won't authorize anything." Strategy 3 of 5
28. Prevent the objection, "My boss won't authorize anything." Strategy 4 of 5
29. Prevent the objection, "My boss won't authorize anything." Strategy 5 of 5
30. PREEMPT the objection, "My boss won't authorize anything." Strategy 1 of 7
31. Preempt the objection, "My boss won't authorize anything." Strategy 2 of 7
32. Preempt the objection, "My boss won't authorize anything." Strategy 3 of 7
33. Preempt the objection, "My boss won't authorize anything." Strategy 4 of 7
34. Preempt the objection, "My boss won't authorize anything." Strategy 5 of 7
35. Preempt the objection, "My boss won't authorize anything." Strategy 6 of 7
36. Preempt the objection, "My boss won't authorize anything." Strategy 7 of 7
37. RESPOND to the objection, "My boss won't authorize anything." Strategy 1 of 3
38. Respond to the objection, "My boss won't authorize anything." Strategy 2 of 3
39. Respond to the objection, "My boss won't authorize anything." Strategy 3 of 3
40. PREVENT the objection, "It will never get through the system." Strategy 1 of 5
41. Prevent the objection, "It will never get through the system." Strategy 2 of 5
42. Prevent the objection, "It will never get through the system." Strategy 3 of 5
43. Prevent the objection, "It will never get through the system." Strategy 4 of 5
44. Prevent the objection, "It will never get through the system." Strategy 5 of 5

Blog Posts 2023

The 2023 blog posts are a continuation of those from 2022 and are based on the bestselling book Objection Free Selling.

There are 85 common sales stopping objections categorized by one of the ten buyer beliefs that when missing or weak will cause the objection to come up - spoken or not. We're picking it up with common sales objection number eight.

1. PREEMPT objection 8 of 85, "It will never get through the system." Strategy 1 of 3
2. Preempt the objection, "It will never get through the system." Strategy 2 of 3
3. Preempt the objection, "It will never get through the system." Strategy 3 of 3
4. RESPOND to the objection, "It will never get through the system." Strategy 1 of 3
5. Respond to the objection, "It will never get through the system." Strategy 2 of 3
6. Respond to the objection, "It will never get through the system." Strategy 3 of 3
7. PREVENT objection 9 of 85, "I have to consult with _____." Strategy 1 of 3
8. Prevent the objection, "I have to consult with _____." Strategy 2 of 3
9. Prevent the objection, "I have to consult with _____." Strategy 3 of 3
10. PREEMPT the objection, "I have to consult with _____." Strategy 1 of 2
11. Preempt the objection, "I have to consult with _____." Strategy 2 of 2
12. RESPOND to the objection, "I have to consult with _____." Strategy 1 of 2
13. Respond to the objection, "I have to consult with _____." Strategy 2 of 2
14. PREVENT the objection: "That’s not my area." Strategy 1 of 5
15. Prevent the objection, "That's not my area." Strategy 2 of 5
16. Prevent the objection, "That's not my area." Strategy 3 of 5
17. Prevent the objection, "That's not my area." Strategy 4 of 5
18. Prevent the objection, "That's not my area." Strategy 5 of 5
19. PREEMPT the objection, "That's not my area." Strategy 1 of 3
20. Preempt the objection, "That's not my area." Strategy 2 of 3
21. Preempt the objection, "That's not my area." Strategy 3 of 3
22. RESPOND to the objection, "That's not my area." Strategy 1 of 2
23. Respond to the objection, "That's not my area." Strategy 2 of 2
24. PREVENT the objection 11 of 85, "That has value, but not for me." Strategy 1 of 8
25. Prevent the objection, "That has value, but not for me." Strategy 2 of 8
26. Prevent the objection, "That has value, but not for me." Strategy 3 of 8
27. Prevent the objection, "That has value, but not for me." Strategy 4 of 8
28. Prevent the objection, "That has value, but not for me." Strategy 5 of 8
29. Prevent the objection, "That has value, but not for me." Strategy 6 of 8

Blog Posts 2024

1. Prevent the objection, "That has value, but not for me." Strategy 7 of 8
2. Prevent the objection, "That has value, but not for me." Strategy 8 of 8
3. PREEMPT the objection, "That has value, but not for me." Strategy 1 of 2
4. Preempt the objection, "That has value, but not for me." Strategy 2 of 2
5. RESPOND to the objection, "That has value, but not for me." Strategy 1 of 3
6. Respond to the objection, "That has value, but not for me." Strategy 2 of 3
7. Respond to the objection, "That has value, but not for me." Strategy 3 of 3
8. PREVENT the objection, "Home office requires that we use _____. Strategy 1 of 4
9. Prevent the objection, "Home office requires that we use ____." Strategy 2 of 4
10. Prevent the objection, "Home office requires that we use ____." Strategy 3 of 4
11. Prevent the objection, "Home office requires that we use ____." Strategy 4 of 4

Get the bestselling book, Objection Free Selling to learn how to PREVENT, PREEMPT, and RESPOND to all 85 of the most common sales stopping objections plus so much more.

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