Combating Objections in the Sales Process

September 18, 2019

Sales leaders spend a lot of time and money providing their team with weapons to combat objections. Really, too much time and too much money. ITC VP of Sales Don Hobdy explains how overcoming objections doesn't have to be difficult.
 

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Video Transcript

If you've been in sales for more than a day, you know handling objections is part of the job.

Sales leaders spend a lot of time and money providing their team with weapons to combat objections. Really, too much time and too much money.

Learning to overcome objections isn't difficult. You just need to remember these three things.

First, have you properly qualified the prospect?  Another way to ask this question is: Can you help them? When you qualify a prospect, you’re making sure your solution is going to solve their problem or meet their need. 

Your probing questions will save you and your future client from headaches down the road.

You are already removing most objections too. If you discover they are not a good fit for your agency, it's better to know now and let them go.

Next, help the prospect see value in your agency’s solution or product.

Your passion for selling is great. But, it doesn't cover the prospect's car in an accident. 

Remember, price is what they’ll pay right now. Value takes long-term costs into consideration.  

If they are objecting to price, then they can't see the value for themselves. If your price is out of their budget, then you've failed at qualifying. 

I learned a long time ago that you can never overcome ignorance or lack of resources in sales. 

Finally, understand that there are no objections. That's right, I said it. 
You don't have an objection from a prospect. You have a question from a prospect. You have a concern.  

You have a prospect who wasn't qualified correctly. Or, a prospect who wasn't able to see the value for themselves.

Next time a prospect gives what you think is an objection, don't combat it. Don’t go with the typical weaponized rebuttal. You’ll immediately position yourself on the wrong side. Then, no one will win. 

Instead, review your qualifying process. Have them restate what their needs are. Try to help them see the value in you and your solution for themselves.
 

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