Nadia Rashid is the SVP of Sales for Seismic on the East Coast. She manages all the teams from the commercial mid-market all the way through enterprise and global.
Defining Objections
- For Nadia, objections are obstacles. These are the concerns that prospective buyers convey. Objections are buyers’ concerns that salespeople need to overcome.
- The objection is almost needed in sales because it allows the buyers to do a clear assessment of what’s in the market.
- It’s also a good indicator between a good salesperson and a great salesperson. How you react to objection when it’s thrown at you shows how much experience you have.
Overcoming objections
- Nadia teaches sales reps to ask difficult questions in every call – are there any concerns? Is there any reason we shouldn’t move forward to the next step? These questions help sales reps ensure that there is a sales relationship built and that there are no surprises.
- Nadia categorizes objections in several areas, an example of which is the top of the funnel objections. These are objections during the actual sales cycle such as the lack of budget, the lack of resources, cost justification, and competing priorities.
- When there’s an objection, it’s important to take a pause. While others feel that it’s uncomfortable, this pause allows the buyers to gather their thoughts.
- Do the five-second rule for assessment.
- Nadia also asks sales reps to listen to other top sales representatives and learn from them. Oftentimes, they learn two things from these great sales reps: to actively listen and to ask a lot of open-ended questions to understand and validate the good stuff.
- Think of objections as a four-step process.
- Ensure that you’re listening.
- Always validate and ensure that your buyer/the person you’re talking to understands what you’re saying.
- Respond accurately. There’s no need to lie; if you don’t know the answer tell them honestly.
- Confirm that you’ve resolved the objection.
- An open dialogue is much more collaborative and better received.
- Come from a place of concern. You need to care about what it is that you’re solving for the prospect and how your solution is going to impact them.
- As sales reps, it’s critical to listen well and ask open-ended questions to trigger the buyers to think.
- Open-ended questions allow you to see if there is an opportunity there and see how engaged the prospects are.
“Objections: How to Overcome the Most Common Objections in B2B Sales” episode resources
Follow Nadia Rashid on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
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