{"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":"https:\/\/selectmetrix.com\/blogs\/2007\/05\/overcoming-objections\/","title":{"rendered":"Overcoming Objections"},"content":{"rendered":"

Objections are the common hurdle to all sales in all markets. As a sales manager, you need to be able to coach your salespeople through the common objections they will encounter. ManageSmarter.com offers this article – Sales Objections Overruled<\/a> – as a quick read for handling 5 different objections.<\/p>\n

I wouldn’t characterize the solutions in the article as groundbreaking, but there is one deserving of comment:<\/p>\n

\n
4. Timing: “We’re fine for now.”<\/b>
Some folks just want to sit pat and avoid change\u20ac\u201dor at least delay it. They eschew opportunities to grow. Nicely ask: “How has that worked for you so far?” Ask them: “Are you aware of your competitor’s recent moves?” Emphasize the advantages you can deliver vis-a-vis their competitors.<\/p>\n<\/blockquote>\n
I would not recommend using the “aware of competitor’s” line – condescending and insulting at the same time. Following that question up with a features\/benefits discussion is sales suicide.<\/p>\n
But the previous question is effective – “How has that worked for your so far?” That question works well in this context. A prospect’s decision to not make a decision is still a decision. I’m not trying to contort words here, but that is a fact of selling. Salespeople have to get through this stall since it is one of the most common objections they will face.<\/p>\n
If the salesperson encounters this objection, they need to reassess whether their value proposition is truly in play. If a prospect can delay the decision without paying a penalty for it, then that is the right decision for the prospect to make. The salesperson has to qualify the prospect’s current position and see if there is enough pain to change. If not, time to find a new prospect.<\/p>\n","protected":false},"excerpt":{"rendered":"
Objections are the common hurdle to all sales in all markets. As a sales manager, you need to be able to coach your salespeople through the common objections they will encounter. ManageSmarter.com offers this article – Sales Objections Overruled – as a quick read for handling 5 different objections. I wouldn’t characterize the solutions in the article as groundbreaking, but there is one deserving of comment: 4. Timing: “We’re fine for now.”Some folks just want to sit pat and avoid change\u20ac\u201dor at least delay it. They eschew opportunities to grow. Nicely ask: “How has that worked for you so far?” Ask them: “Are you aware of your competitor’s recent moves?” Emphasize… 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-fd","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/943"}],"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=943"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/943\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=943"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=943"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=943"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}