7Objections

Posting lessons learned and observations from the field. Chief Revenue Officer | Sales Coach | 25+ years of B2B sales experience | Sales Enthusiast | Founder

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After 20+ years of selling I can tell you there are only 7 core objections you will encounter during your sales process. I'll share them all in this thread

#Sales #objections #salestraining #salesobjections #selling

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@sweatystartup "I don’t allow my wife..."

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Stop complicating things

Whats going through the mind of a prospect:

1. Do I have a problem
2. Do I need to solve it now
3. Is this the right product/service/company/person to to help me

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A prospect isnt responding because:

1. The dont need what you're selling
2. They dont want what you're selling
3. They already have what you're selling

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Behind every decision to buy is a catalyst. Understad the catalyst and you will truly know how real the opportumity is

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Far too often sales people become focused only on their ideal client profile and forget to also look at the clients behaviour. Selling to a company or person that fits the need and is also demonstrating the behaviour to use your produce or sevice dramatically increases your odds

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Sales comes down to 4 parts. Too many sales people dont have training or a process for one or more of them

1. Getting your prospects attention
2. Getting your prospect to engage
2. Getting your prospect to consider (aka be interested)
3. Getting your prospect to make a decision

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Considered the intensity of the interaction with your prospect to really understand where you stand.
1. Are you meeting more frequently
2. Are the discussions short or long
3. Are there take away actions and items from each meeting
4. Is the prospect initiating meetings

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Struggling to hit your quota. Ask yourself this:

1. Are you creating enough opportunities
2. Are you advancing enough opportunities
3. Are you converting enough opportunities
4. Are you forecasting properly to know what you really need to do for 1-3

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Want to understand the likely hood that a deal will close look at it from 3 perspectives

1. Progress against your process
2. The buyers journey
3. The Opportunity Factor (traits that indicate a likely deal)

Most of you are looking at your opps from 1 perspective

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Want to avoid surprises at the end of the quarter. Great article by @dougdavidoff
https://t.co/lJc1ghSYXy

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Too many reps think that moving a propsect throught their process increases the likelyhood they will buy

This couldnt be more untrue

Every has anyone buy at the begining of your process or not buy at the end?

what mttes is where the prospect is in their buying journey!

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If 3 reps all have the same propsect in their pipeline as an opportunity at 75% who is really right

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A bit of advice #2 - Instead of looking at an opportunity and thinking about why youre going to win it think about why you could lose it. Now you know what you need to do to win the deal

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A bit of advice. When reviewing your opportunities and pipeline for the quaerter dont confuse possability with probability

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What is the problem you solve
Who do you solve it for
Why would they hire you

Dont even think about picking up the phone or sending an email until you can answer those 3 questions

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Instead of checking timing at the begning of the sales process (when are you looking to by) and at the end (are you ready to move ahead) you should be checking in after ever meeting
Has anything changed since our last meeting? Are you still thinking that X is the correct timing

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Not every prospect is going to buy today. Stop treating them like they are.

Thats why we have pipelines.

Understand who has a priority problem and who has a problem. Theres a difference. Spend time with the former. Nuture the latter.

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Imagine if you started a call with

I am just reaching out to let you know that we do X. I am not looking for anything today but just wanted to introduce you for the next time you decide to review your X. Would it be okay if I checked back in with you in a month?

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Timing is possibly the most important factor in a prospects buying decision yet its the thing most sales reps spend the least time focusing on

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Why can two companies with the same product or service have such different results?

The answer is a focus on creating awareness and having conversations with the right prospects (priority problem)