intangibles

Feb 10, 2026 06:14am

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, sales & intangibles

2 min read

Whose Objection Is It, Really?

This is the second article in the series on Selling Intangibles.

As sales managers, we need to know what the sales associates’ objections are to selling intangibles.

In many cases, the objections the salesperson has to the intangible may be greater than the customer’s objection—or it may be that the salesperson simply agrees with the customer.

We know that salespeople need to believe in the intangible as a valuable tool to the sale. But when they don’t have success using that tool, they often…

Selling Intangibles Starts Earlier Than You Think

This is the first in a series on Selling Intangibles. The specific intangibles I’ll be referring to are appointments (defined as a scheduled meeting—in the showroom, onsite, or using technology), accident protection, and financing.

Intangibles are different. They require an introduction to the concept before the request to take action.

As sales managers, we often say, “Bring it up early and often.” That’s accurate—but what do we really mean by that? Do we demonstrate and practice that process,…

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intangibles

Whose Objection Is It, Really?

Selling Intangibles Starts Earlier Than You Think

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