How do you get past objections? To make it more specific, what can you do if you can’t address your prospect’s objections during a call? Natasha Davis joins Donald Kelly in this next episode on objections.
Natasha Davis is a brand strategist, and she recently released her second book entitled, Unleash Your Millionaire Mindset and Build Your Brand. The book talks about the business from top to bottom and all the in-betweens. It’s about the things we’re afraid of and the things we don’t usually talk about.
As a brand strategist, it’s her brand to look at a company from the top to the bottom and all the in-betweens.
Natasha wasn’t always the entrepreneur. She started her working career as a nurse doing emergency and trauma, and she loved her job. She got bit by the entrepreneurship bug, and when she realized she couldn’t shake it off, she dipped her toes in it.
After a while, she realized that she likes being an entrepreneur, so she made the shift and went from being a nurse into what she is now.
Sometimes, salespeople are so passionate about what they could give that they forget that objections are part of the business.
In this era, businesses need to scale and keep scaling. Companies need to think big, build momentum, and scale fast.
Document the objections. Whenever you get an objection, don’t just leave it in your head. Document what the objection or rejection was, create a document, and build responses to the objection/rejection.
Most times, the reason for the rejection is because we failed to give them enough information for them to make the decision. Without ample information, people just eventually end up saying no.
Many sales reps get too excited about what they offer. We forget that it’s not about us – it’s about them. It’s always about what the prospects need, about the solutions that work for them, and it’s about their pain points.
Your goal is to tone down the pressure of selling to have that natural conversation where you’re giving out information to help your prospects.
A lot of times, businesses struggle around process and performance.
People are core to a business, but the process or the system is also as critical. Without a process/system in place, your people would be working in chaos.
Use the right approach
Keep learning and keep putting things together. That allows you to take a step back and start identifying the needs of the prospects from the point of hello, from the point of the first contact, whether it’s an email, on social media, or other platforms.
Know the pain points before entering into a conversation instead of offering everything you have like a buffet. People don’t want that many options.
Start the conversation by asking the why by determining their reasons for reaching out and knowing their trigger points.
Know your products like the back of your eyelids. You need to break down your products and services into bits that prospects can understand and appreciate.
Establish a transactional relationship at the beginning of the conversation. Still, you can’t enter into the price conversation before you’ve established an agreement that the solution you offer is what they’re looking for.
It will help you set up that transactional relationship if you have the basic information pinned down. So, put up basic preliminary questions in your online appointment.
While it is not wrong to have a red carpet concept for your business, you need to remember that you’re not meant to serve every person in every industry. There’s only a certain subset of people you’re meant to serve.
“What to do If You Can’t Address Your Prospect’s Objections During a Call” episode resources
Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.