{"id":1287,"date":"2007-11-14T08:10:54","date_gmt":"2007-11-14T14:10:54","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-8-essential-objections\/"},"modified":"2007-11-14T08:05:08","modified_gmt":"2007-11-14T14:05:08","slug":"the-8-essential-objections","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-8-essential-objections\/","title":{"rendered":"The 8 Essential Objections"},"content":{"rendered":"<p>From <a target=\"_blank\" href=\"http:\/\/www.justsell.com\/content\/newsletter\/tools\/objections.htm\">JustSell.com<\/a>:<\/p>\n<blockquote><p><strong>the objections<\/strong><\/p>\n<p><strong>1. <\/strong>lack of perceived <strong>value<\/strong> in the product or service<\/p>\n<p><strong>2. <\/strong>lack of perceived <strong>urgency<\/strong> in purchasing the offering<\/p>\n<p><strong>3.<\/strong>perception of an inferiority to a <strong>competitive<\/strong> or <strong>in-house <\/strong>offering<\/p>\n<p><strong>4.<\/strong> <strong>internal <\/strong>political issue between parties\/ departments<\/p>\n<p><strong>5.<\/strong> lack of<strong> funds<\/strong> to purchase the offering<\/p>\n<p><strong>6. personal<\/strong> issue with the decision maker(s)<\/p>\n<p><strong>7. initiative<\/strong> with an external party<\/p>\n<p><strong>8.<\/strong> &#8220;it&#8217;s <strong>safer <\/strong>to do nothing&#8221; perception<\/p><\/blockquote>\n<p>Of these, I believe salespeople fall down most often with the last one.\u00a0 If your salespeople are not qualifying a prospect properly, the prospect will most often allow the deal to stagnate.\u00a0 They perceive no loss in waiting.\u00a0 If that is true, then their best move is to wait.\u00a0 If it is not true, your salespeople need to be able to articulate the costs (i.e. dangers, risks, pains)\u00a0of inaction.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>From JustSell.com: the objections 1. lack of perceived value in the product or service 2. lack of perceived urgency in purchasing the offering 3.perception of an inferiority to a competitive or in-house offering 4. internal political issue between parties\/ departments 5. lack of funds to purchase the offering 6. personal issue with the decision maker(s) 7. initiative with an external party 8. &#8220;it&#8217;s safer to do nothing&#8221; perception Of these, I believe salespeople fall down most often with the last one.\u00a0 If your salespeople are not qualifying a prospect properly, the prospect will most often allow the deal to stagnate.\u00a0 They perceive no loss in waiting.\u00a0 If that is true,&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-8-essential-objections\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[4,9],"tags":[48,1750,1754,34],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-kL","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1287"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1287"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1287\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1287"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1287"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1287"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->