When most people think of objections, they think of what stops a deal from progressing. Today’s episode launches the next series on The Sales Evangelist covering the ins and outs of objections. How can you be well-equipped to handle objections with confidence and knowledge? Listen in to find out!
What is an objection?
- Many salespeople associate an objection with a worst-case scenario, but that’s not always the case. Instead, an objection can be anything that prevents a deal from moving forward, either permanently or just a few days.
- Objections tie back to the buyer not having enough information to move forward. When prospecting, come up with something so valuable they want to move forward.
- Remember, there are limitless reasons people might not want to move forward.
Identify the objections before they become issues.
- As an industry expert, you can likely know the top issues a prospect might have before purchasing.
- If you know the objections, address them before the prospect has an issue! It streamlines the process and exemplifies your ability to tackle problems quickly.
- When prospects give you concerns, ask practical questions that address the underlying issue.
- One of Donald’s trainers told him to be authentic. Discovering the underlying issue puts you in a better position to address the problem and move forward.
Build trust with your prospect.
- It’s not always about who you know; it’s about who trusts you.
- Being a genuine and authentic person will make people more willing to trust you.
Don’t give up right away.
- Your job as a seller is to provide as much value as possible. How can you do that if you give up right away?
- Go deep and discover what is holding the prospect back to see what else you can do to help it move forward.
Recognize that not every person will be a good fit.
- In Donald’s book, Sell It Like a Mango, he addresses this concept.
- Just because someone isn’t a fit now doesn’t mean they won’t be a fit in the future.
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This episode is brought to you in part by The Sales Evangelist Sales Training. Check out some of our upcoming programs designed to simplify selling and help b2b sellers consistently hit quota each month. Learn more here at ww.thesalesevangelist.com/upcoming-training or call 1-833-713-2343 for more information.
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Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.