Effective Objection Handling: Sales Tips and Techniques, Lecture notes of Advertising and Sales Promotion

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TIPS & TRICKS

Objection Handling

That Actually Work

Understand your prospect What do they care about? What are their pain points? Where are they located? Confirm their job title/position - does it match your CRM? Find ways to make it about them Understand what you are selling Preparation 101 Before you can expect to be a pro at objection handling, you have to understand that the best salespeople spend time preparing. It’s that simple. But most people aren’t willing to do the work to separate themselves.

THE SEPARATION IS IN THE PREPARATION

Maintaining Conviction and Confidence Not letting prospects off easy Drinking the company Kool-Aid Case studies, a fireside chat with customers, sharing customer vs. sales stories (and knowing the difference) Conviction in your skills Conversations with strangers, the product/solution, the value you can provide, the pain points you solve Candor & Being Disarmingly Blunt You’re not here to waste people’s time or your even own time Tell the prospect exactly why you’re calling Embrace your weaknesses

If someone says yes to learning more or even if they say “this isn’t a good time”, you need to immediately have another time available to give them. Remember, nobody likes a desperate salesperson. Have an exact day/time, don’t say “I’m wide open on Thursday”. P.S. Know the timezone your prospect is in.

5. Have your calendar ready

TIPS & TRICKS FOR COLD CALLING

You can immediately see if the person you’re talking to has a say in the buying process. But it only works if you multi-thread early to get their boss in the conversation. Most importantly, make your prospect the champion when you send these emails.

6. Above the line emails Most salespeople get defeated and give up after one or two objections. The top performers continue to overcome objections, which allows them to get to the “true objection” or reason prospects aren’t saying yes. 7. Prepare for three or four objections Reference other people you are meeting with when trying to find a time to fit them in. It shows that you are booked and have validation that your product/service provides value. Use choice paralysis by giving multiple good options to where they have to think about the answer. 8. Incorporate psychological elements

OVERCOME THE MOST COMMON OBJECTIONS

Objection Response

I’m not interested. Actually, that's why I'm calling. Most people we talk to don't know solutions like "________" exist. If you have 10 seconds, I can share some of the pain points we help solve. I’m going to a meeting. I appreciate you answering my phone call. Are you free tomorrow to pick this conversation up again? How does "_____" work for you? * This only works if calling at weird times (NOT at the top of the hour or 1/2 hour mark) That's interesting, I've never had a meeting start at the "37 minute" mark. We have everything we need. That’s fantastic. What do you like about your current solution? (get them talking about the solution and they will eventually tell you what they don't like.)

OVERCOME THE MOST COMMON OBJECTIONS

Objection Response

I need to check with my boss. That's great. Is your boss ____ (you should know this)? Let's plan to reconnect on ____ (day) at ____ (time) after you've had a chance to chat with them. Reach back in 6 weeks. I understand it is a bad time, and I'll be glad to reach back out. However, I would still like to set up a quick call to demonstrate how we can help _____. This way, if we are not the best fit, we don't have to worry about me chasing you in six weeks. How did you get my name / number? Great question. We use _____ tool to get contact information for people who benefit from exploring _____ technology How did you get my name / number? Which is exactly why I’m calling. We're relatively new to the space and introducing fellow _____ leaders like yourself to help you overcome _____ problems

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