{"id":943,"date":"2007-05-22T14:12:23","date_gmt":"2007-05-22T19:12:23","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/overcoming-objections\/"},"modified":"2007-05-22T14:12:24","modified_gmt":"2007-05-22T19:12:24","slug":"overcoming-objections","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/overcoming-objections\/","title":{"rendered":"Overcoming Objections"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" style=\"margin: 5px 10px 10px 0px\" height=\"62\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterovercomingobjections-bc70stop-sign5.jpg?resize=94%2C62\" width=\"94\" align=\"left\"> Objections are the common hurdle to all sales in all markets.&nbsp; As a sales manager, you need to be able to coach your salespeople through the common objections they will encounter.&nbsp; ManageSmarter.com offers this article &#8211;&nbsp;<a href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/sales\/e3ic693b2e714b022aa71a7117730321b54\" target=\"_blank\">Sales Objections Overruled<\/a> &#8211; as a quick read for handling 5 different objections.<\/p>\n<p>I wouldn&#8217;t characterize the solutions in the article as groundbreaking, but there is one deserving of comment:<\/p>\n<blockquote>\n<p><b>4. Timing: &#8220;We&#8217;re fine for now.&#8221;<\/b><br \/>Some folks just want to sit pat and avoid change\u20ac\u201dor at least delay it. They eschew opportunities to grow. Nicely ask: &#8220;How has that worked for you so far?&#8221; Ask them: &#8220;Are you aware of your competitor&#8217;s recent moves?&#8221; Emphasize the advantages you can deliver vis-a-vis their competitors.<\/p>\n<\/blockquote>\n<p>I would not recommend using the &#8220;aware of competitor&#8217;s&#8221; line &#8211;&nbsp; condescending and insulting at the same time.&nbsp; Following that question up with a features\/benefits discussion is sales suicide.<\/p>\n<p>But the previous question is effective &#8211; &#8220;How has that worked for your so far?&#8221;&nbsp; That question works well in this context.&nbsp; A prospect&#8217;s decision to not make a decision is still a decision.&nbsp; I&#8217;m not trying to contort words here, but that is a fact of selling.&nbsp; Salespeople have to get through this stall since it is one of the most common objections they will face.<\/p>\n<p>If the salesperson encounters this objection, they need to reassess whether their value proposition is truly in play.&nbsp; If a prospect can delay the decision without paying a penalty for it, then that is the right decision for the prospect&nbsp;to make.&nbsp; The salesperson has to&nbsp;qualify the prospect&#8217;s current position and see if there is enough pain to change.&nbsp; If not, time to find a new prospect.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Objections are the common hurdle to all sales in all markets.&nbsp; As a sales manager, you need to be able to coach your salespeople through the common objections they will encounter.&nbsp; ManageSmarter.com offers this article &#8211;&nbsp;Sales Objections Overruled &#8211; as a quick read for handling 5 different objections. I wouldn&#8217;t characterize the solutions in the article as groundbreaking, but there is one deserving of comment: 4. Timing: &#8220;We&#8217;re fine for now.&#8221;Some folks just want to sit pat and avoid change\u20ac\u201dor at least delay it. They eschew opportunities to grow. Nicely ask: &#8220;How has that worked for you so far?&#8221; Ask them: &#8220;Are you aware of your competitor&#8217;s recent moves?&#8221; Emphasize&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/05\/overcoming-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_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":[],"class_list":["post-943","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-fd","jetpack-related-posts":[{"id":1709,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/persuasive-tips\/","url_meta":{"origin":943,"position":0},"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":1287,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/the-8-essential-objections\/","url_meta":{"origin":943,"position":1},"title":"The 8 Essential Objections","author":"Derrick Moe","date":"November 14, 2007","format":false,"excerpt":"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\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":936,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/change-your-sales-language\/","url_meta":{"origin":943,"position":2},"title":"Change Your Sales Language","author":"Derrick Moe","date":"May 18, 2007","format":false,"excerpt":"We are all familiar with common sales terms like \"cold call,\" \"closing\" and \"overcoming objections.\"\u00a0 These terms are engrained in the common sales vernacular.\u00a0 But think of the implications of these mechanistic terms. SellingPower.com has a most interesting article titled Watch Your Language!\u00a0 Here's the hook: Who taught you to\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":805,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/smoke-screen-objections\/","url_meta":{"origin":943,"position":3},"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":567,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/sales-traits-series-using-common-sense\/","url_meta":{"origin":943,"position":4},"title":"Sales Traits Series &#8211; Using Common Sense","author":"Derrick Moe","date":"January 11, 2007","format":false,"excerpt":"Today we tackle a tough trait that is in short supply according to Mark Twain. The Using Common Sense trait provides for us some insight into a salesperson's ability to think on their feet. This trait is most important for effectively dealing with a prospect's objections. Using Common Sense This\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":586,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/sales-traits-series-persuading-others\/","url_meta":{"origin":943,"position":5},"title":"Sales Traits Series &#8211; Persuading Others","author":"Derrick Moe","date":"January 18, 2007","format":false,"excerpt":"Sales is the art of convincing other people to change their behavior. Obviously, this ability relies upon the following sales trait. Persuading Others This is the capacity to convince others - to present one's viewpoint in such a way that it is accepted by others. A salesperson with strength in\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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/943","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=943"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/943\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=943"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=943"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=943"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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