Sometimes you need to have the conversation behind the words to get deeper. Most reps stay on the surface level, and because of that, they get avoidance, minimization, and procrastination from their prospects. Here are a few of the clues to hear that and how to shift it. Ultimately, the reps who are the best at doing this overcome their own procrastination every single day.

I offer two packages: - $6,000 for 8 months - $2,500 for 3 months I’m trying to figure out the best way to present these options during a sales conversation. Do you typically: 1. Present both options upfront and let the prospect choose? 2. Lead with the higher-ticket option first, then introduce the lower-tier option if the investment feels too high? 3. Use a different approach entirely? If you start with the higher-tier package, how do you transition to the lower-tier option without making it feel like a discount, a downsell, or a sign of desperation? I’d love to hear how others structure and position multiple offers during sales calls.

I had this come up on my last call and to myself I thought he has got a point. He said that it was a lot of money right now + I just met you. Something along those lines. "He was nicer about it"

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I’m still pretty new to sales and wanted to get some feedback on a short 2-minute objection handling call I recently lost. Looking back, I think I held back from pushing further because I didn’t want to come across as too salesy or aggressive. I already know I need to improve things like using fewer filler words and having a more structured approach to objection handling, but I’m curious if anything else stands out — good or bad. Would really appreciate any honest feedback. https://www.loom.com/share/c8b1e7b2055f463a9e6fc22995a2d3d2