{"id":805,"date":"2007-04-06T09:19:11","date_gmt":"2007-04-06T14:19:11","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/smoke-screen-objections\/"},"modified":"2007-04-06T09:19:41","modified_gmt":"2007-04-06T14:19:41","slug":"smoke-screen-objections","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2007\/04\/smoke-screen-objections\/","title":{"rendered":"Smoke Screen Objections"},"content":{"rendered":"

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:<\/p>\n

We’re going to take a look at all options.<\/p>\n

We need 3 quotes before deciding.<\/p>\n

We need to think it over.<\/p>\n

Smoke, nothing more. If you have salespeople believing these statements are a precursor to a close, take them out to the wood shed on their qualifying. These “prospects” are not qualified and should not be on any forecast.<\/p>\n

Justsell.com offers up a simple, yet powerful web page<\/a> that addresses the real objection from the prospect. Their objection falls into 1 (or more) of these 8 areas:<\/p>\n

    \n
  1. lack of perceived value<\/strong> in the product or service<\/li>\n<\/ol>\n
      \n
    1. lack of perceived urgency<\/strong> in purchasing the offering<\/li>\n<\/ol>\n
        \n
      1. perception of inferiority to a competitor<\/strong> or in-house offering<\/li>\n<\/ol>\n
          \n
        1. internal<\/strong> political issue between parties\/ departments<\/li>\n<\/ol>\n
            \n
          1. lack of funds<\/strong> to purchase the offering<\/li>\n<\/ol>\n
              \n
            1. personal<\/strong> issue with the decision maker(s)<\/li>\n<\/ol>\n
                \n
              1. initiative<\/strong> with an external party<\/li>\n<\/ol>\n
                  \n
                1. “it’s safer<\/strong> to do nothing” perception<\/li>\n<\/ol>\n

                  Ask your salesperson to answer each one of these 8 topics and you are guaranteed to discover where the smoke is coming from.<\/p>\n","protected":false},"excerpt":{"rendered":"

                  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. Smoke, nothing more. If you have salespeople believing these statements are a precursor to a close, take them out to the wood shed on their qualifying. These “prospects” are not qualified and should not be on any forecast. Justsell.com offers up a simple, yet powerful web page that addresses the real objection from the prospect. Their objection falls into 1… 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":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-cZ","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/805"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=805"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/805\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=805"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=805"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=805"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}