As salespeople, we're competitive. We're tenacious. We're persistent. We hate to lose. So let's fight to save more sales.

We give in way too easy to the "home to sell," "can't get financing," "need to look more," "need to think it over" excuses. In most cases these are only smokescreens - and good ones at that because they usually work.

With the "take no prisoners" approach to selling, we simply refuse to accept these excuses or any other objection on its face. It may or may not have merit - we simply don't know until we dig deeper.

Let's say it's a price or home-to-sell objection, isolate it and eliminate it. Ask our customers if they would go ahead and purchase the home we're showing them that they seem to like if this was not an issue.

If the answer is "yes" then all we have to do is figure out how to make it happen. We can be creative. We can be strategic. We can be tactical. Especially if there is a sale on the line.

If the answer is anything other than a clear, concise "yes" then the excuse that they're offering is just that and not a serious buying objection. It's time to dig deeper or find another customer who is more serious.

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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.