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Avoid Salesy - Feel Good
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1 non-salesy tip
Here's a non-salesy tip that may require re-thinking your approach to handling objections...
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Most sales objections can be overcome before they’re created.
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- Not all objections are objections
- You're creating some objections
- Knowing the difference matters
Gatekeeper is NOT an objection - they're a blocker, which means:
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- Poor lead
- Improperly qualified
- Failure to set expectations
Price IS an objection, but you may have:
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- Failed to quantify pain
- Provide a clear path to value
- Not tied solution to strategic concerns
Time (or bandwidth) IS an objection, but you may have:
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- Not laid out a clear timeline
- Added to their already overwhelmed state
- Confused or not provided a clear solution to help them
Competitors are NOT objections - they are a choice, which means:
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- Failure to anticipate
- Lack of differentiation and/or value
- Bad habits, sales tactics, unclear process
Blockers are NOT objections - they're people, which means:
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- Lack of a clear go forward plan
- Failure to call out blockers in the org
- Don’t understand internal buying dynamics
Indecision is NOT an objection - it's a human condition, which means:
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- Unclear value
- Information overload
- Unclear success outcome
The above are just a few off the cuff...
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Sales trainers and sales enablement folks spend an inordinate amount of time helping people overcome objections (and non-objections) that could have been easily avoid from the start.
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Use the above list to reflect upon the objections you might be getting, and see where you may be able to adjust your approach and/or process to avoid them in the first place.
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1 sales principle
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A lot of objections can be avoided
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1 1-min vid
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1 suggestion
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Get the book...
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Simple Step to Help Prospects Trust You & Feel Heard
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Insert a recap into your sales convos - too often we jump right to solutions. A recap helps a prospect feel heard, appreciated, understood - short video...
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Does your prospect "feel" heard?
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Simple step to ensure your prospect feels heard: Insert a recap into your sales convos Ever chat with a boss, a friend, or peer—and they suddenly go, "Got it," and then zone out while you're still talking? Happens all the time. Happens in sales conversations too. Imagine a seller who thinks they've totally understood the prospect's needs and starts daydreaming about …
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This cold email ask gets sales convos started...
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Bad: Can I grab 15-mins on your cal? Better: Open to a convo…? Worth a chat? Pure gold: Is it worth a short email exchange to see if a convo even makes sense?
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What's going on with your buyer?
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I saw a recent ad (somewhere) that used the word "Permacrisis" to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we also need to think differently …
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