![]() ![]() 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? Know who is in the buying process, who the stakeholders are, what’s important for their level of clout and influence, and what they really want. ![]() Uncover these, so you can tie your solution to those goals.Į – Executive-level influence. What company-related wants does your prospect have and how do these tie into business goals? Maybe the CEO wants to be in the INC. What are the opportunity costs? Let’s say they don’t take action for a year - what would the implications be? Ask the right questions to get them to level 10+ pain. Is it so deep that they have to take action immediately? Or maybe it’s latent pain, meaning they know the pain is there, but they’re not thinking about it. Dive deeper into your prospect conversations by asking about: It’s important to utilize a framework because it becomes a “cheat code” to close at the end. Even if you do get objections at the end, you are now armed with intel that you can use to manage them. Here’s how it plays out: Step 1: Run an effective discovery process before closing objections ariseīefore you even get to the demo or ask for their business, spend time on strong, thoughtful discovery that will set you up with a virtually objection-less close. When you know their unique problem or need, you can deliver a solution that works and overcome the objection. Start by uncovering key motivations and hurdles for your prospect, then dive deeper with the right questions to uncover their “why.” Pair this with gratitude and empathy to show you’re committed to finding a way forward. I’ve used them for years, and they always deliver. The steps below work for all of the common objections. Sign up now 7 steps to perfect objection handling Get articles selected just for you, in your inbox The mistake many reps make is then trying to handle what they believe to be the objection and then getting hit with multiple other objections following it, leading to increased sales resistance. 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. Without objection handling, deal opportunities (and, ultimately, revenue) would disappear at the first mention of a concern or problem. We commonly think of objections surfacing after the sales pitch, but they can happen as early as a cold call and as late in the process as contract negotiations. Objection handling is how a seller addresses a prospect’s concerns about purchasing a product or service during the sales process, often related to timing, price, or stakeholder buy-in. First, let’s tackle a few basics: What is objection handling? ![]()
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