{"id":1461,"date":"2008-03-11T07:28:26","date_gmt":"2008-03-11T13:28:26","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/toughest-sales-objection-indifference\/"},"modified":"2008-03-11T06:15:36","modified_gmt":"2008-03-11T12:15:36","slug":"toughest-sales-objection-indifference","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/toughest-sales-objection-indifference\/","title":{"rendered":"Toughest Sales Objection &#8211; Indifference"},"content":{"rendered":"<p>Clayton has a <a target=\"_blank\" href=\"http:\/\/blog.salesopedia.com\/?p=551\">post on his Salesopedia blog<\/a> that references some recent survey results from their highly-visited site.\u00a0 One result jumps off the screen:<\/p>\n<blockquote><p><em><strong>What\u2019s the toughest objection?<\/strong><\/em><\/p>\n<p>Indifference \u2026\u2026.. 64.7%<br \/>\nPrice \u2026\u2026\u2026\u2026\u2026.. 26.5%<br \/>\nTiming \u2026\u2026\u2026\u2026\u2026 8.8%<\/p><\/blockquote>\n<p>Isn&#8217;t that the truth?\u00a0 We used to work for a sales trainer who always stressed that indifference is the worst outcome of a sales call.\u00a0 Salespeople know what to do with a yes (after writing that, I wondered if there are salespeople who don&#8217;t know what to do with a yes&#8230;), they know what to do with a no, but no one is certain of what to do with a maybe.<\/p>\n<p>As a sales manager, there is no worst qualifying outcome.\u00a0 If the prospect cannot get to a yes or no at this moment in time, the sales rep on the account best be able to define what items still need to be qualified.\u00a0 If the rep does not know, you have bigger problems on your hands.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Clayton has a post on his Salesopedia blog that references some recent survey results from their highly-visited site.\u00a0 One result jumps off the screen: What\u2019s the toughest objection? Indifference \u2026\u2026.. 64.7% Price \u2026\u2026\u2026\u2026\u2026.. 26.5% Timing \u2026\u2026\u2026\u2026\u2026 8.8% Isn&#8217;t that the truth?\u00a0 We used to work for a sales trainer who always stressed that indifference is the worst outcome of a sales call.\u00a0 Salespeople know what to do with a yes (after writing that, I wondered if there are salespeople who don&#8217;t know what to do with a yes&#8230;), they know what to do with a no, but no one is certain of what to do with a maybe. As a&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2008\/03\/toughest-sales-objection-indifference\/\">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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_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","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[414,184,413,142,34,233],"class_list":["post-1461","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques","tag-prospect-objection","tag-qualifying","tag-sales-objection","tag-sales-technique","tag-selling","tag-stall"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-nz","jetpack-related-posts":[{"id":805,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/smoke-screen-objections\/","url_meta":{"origin":1461,"position":0},"title":"Smoke Screen Objections","author":"Derrick Moe","date":"April 6, 2007","format":false,"excerpt":"Smoke screens are moves prospects use on salespeople that appear to be reasons for not moving forward with a deal. Many times these smoke screens sound something like this: We're going to take a look at all options. We need 3 quotes before deciding. We need to think it over.\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1362,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/the-toughest-topic-to-qualify-money\/","url_meta":{"origin":1461,"position":1},"title":"The Toughest Topic To Qualify-Money","author":"Derrick Moe","date":"January 3, 2008","format":false,"excerpt":"It's not really when you know how to do it.\u00a0 Unfortunately, many salespeople have a distinct weakness when it comes to even broaching this topic with a prospect.\u00a0 This weakness leads to compounded expenses in that the salesperson will typically invest time and resources on a prospect who will disappear\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1709,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/persuasive-tips\/","url_meta":{"origin":1461,"position":2},"title":"Persuasive Tips","author":"Derrick Moe","date":"August 18, 2008","format":false,"excerpt":"Persuasion is a key ability of any successful salespeople.\u00a0 Think of the worst car salesperson or door-to-door salesperson you have encountered and you will know why this ability is so critical to success.\u00a0 CNNMoney.com's article - How persuasive are you? - interviews an individual who runs the Persuasion Institute who\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":943,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/overcoming-objections\/","url_meta":{"origin":1461,"position":3},"title":"Overcoming Objections","author":"Derrick Moe","date":"May 22, 2007","format":false,"excerpt":"Objections are the common hurdle to all sales in all markets.\u00a0 As a sales manager, you need to be able to coach your salespeople through the common objections they will encounter.\u00a0 ManageSmarter.com offers this article -\u00a0Sales Objections Overruled - as a quick read for handling 5 different objections. I wouldn't\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterovercomingobjections-bc70stop-sign5.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1125,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/manage-the-leading-sales-indicators\/","url_meta":{"origin":1461,"position":4},"title":"Manage The Leading Sales Indicators","author":"Derrick Moe","date":"August 10, 2007","format":false,"excerpt":"I've been talking to numerous prospects and existing customers this week about onramping salespeople.\u00a0 This topic is germane to every company that employs salespeople. The discussions I had this week have all involved a common thread - managing the trailing indicators.\u00a0 Revenue, customers, pipeline, etc.\u00a0 The sales managers in these\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/08\/windowslivewritermanagetheleadingsalesindicators-a244speedometer.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":3203,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/07\/reading-microexpressions-a-key-to-sales\/","url_meta":{"origin":1461,"position":5},"title":"Reading Microexpressions A Key To Sales?","author":"Derrick Moe","date":"July 20, 2016","format":false,"excerpt":"In a word...yes. We spend a fair amount of time working with salespeople to access their empathy and read the prospect in a qualifying situation. \u00a0This ability is one of the keys to all successful selling. This article from Harvard Business Review provides a thorough breakdown of this topic. \u00a0A\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=700%2C400 2x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/07\/microexpression-collage-2-1200x675.jpg?fit=1200%2C675&resize=1050%2C600 3x"},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1461","targetHints":{"allow":["GET"]}}],"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=1461"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1461\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1461"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1461"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1461"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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