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As you would expect, you make the Tetris blocks using cardboard and glue. We could automate this,” and so on, but execs might not be impressed by these. Are you letting little things distract you from securing executive buy-in? A lot of salespeople get caught up in the specifics like, “We have this feature. If there is no trust, deals stall and relationships stagnate. What does the prospect need in order to trust you and your solution? How do you provide value and service to earn that trust? This is important because at the heart of any sale or relationship is trust. Does your prospect fear that their current solution will lead to failure? Meaning, if they do absolutely nothing (status quo), do they believe they will be in trouble? Who controls the budget? That person can change the budget in your favor if they see the value of your solution.į – Fear of failure. Who are the decision-makers? 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The reality is that when prospects give you an objection near the close, the first objection is usually a superficial objection with other potential underlying concerns. Bad timing: “This isn’t a priority right now.”.Redundancy: “We already have a solution in place for this.”.Insufficient buy-in from stakeholders: “I need to check with a decision maker.”.Limited resources: “We don’t have budget for this.”.While customers may object for many reasons, here are the most common ones: Successful objection handling addresses their fears and concerns, creating loyalty that can lead to multiple sales. It’s also critical for building trust and long-term relationships: “An objection shows that the prospect is not ready to buy and you need to build more trust,” sales coach Niraj Kapur said. When reps are trained to handle objections successfully, it’s more likely that deals will continue to move through the pipeline and close. 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