Category Archives: sales objections

April 13th, 2016

4 Objections to Sales Training


I have been in sales for many years, well before joining Richardson last August. I have heard my share of objections from prospects and clients, and I thought it worthwhile to share some of the most common objections to sales training.

I don’t have the budget. There is an investment component to training, and if prospects don’t have money in the budget, that’s a valid objection. If I’m talking with the right person, they certainly have a budget to run their business, but they may not have set aside money for training in that fiscal year. If they agree in the importance of getting people to do things differently to get better results, then the objection really isn’t about budget, but about timing. Even so, it is worth having a conversation around what the investment might look like, and whether there might be more value in exploring a sales development initiative versus another effort they currently have allocated money for. The framework for this conversation is to develop a mutual understanding of what it takes to get sales professionals to do something different to achieve better results. I don’t have the time. Sales leaders are extremely busy, trying to juggle competing priorities in managing their teams while achieving their financial targets. I understand their time constraints, while knowing they could achieve more if they invested the time to get their middle performers to act like top performers. If they » Continue Reading.

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November 3rd, 2015

Sales Tips and Techniques: Getting in the Door to Sell in Today’s Environment

sales tips

Five Quick Sales Tips to Sell More Effectively

In Part I  of this series, I talked about the changing sales environment and how more buyers are buying than being sold. In Part II , my focus turned to the need for salespeople to dig deep into buying motives to establish credibility and provide new ideas and insights to buyers. Now, it’s time to turn to some sales tips and techniques for selling in today’s environment.

I don’t want to say that cold calling is dead, but it certainly has changed dramatically. Salespeople used to be able to call a prospect who had never before expressed an interest and get a few minutes of their time. Sometimes, they could just show up at their office and gain entrance. That rarely happens today.

Since the advent of Caller ID, it’s never been easier to ignore incoming phone calls. Salespeople are then left with the question: Do I leave a message or just hang up? Even leaving a voice mail is little guarantee of a call back, so many don’t even bother. I used to get 50 voice mails a day; now I don’t even get 50 a month.

The secret to getting in the door is to find a hook that resonates with the prospect. Here are some more sales tips and techniques that may help.

Cultivate your network. Salespeople need to have an ecosystem in place to build and leverage » Continue Reading.

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October 8th, 2015

Improve Your Chances of Getting a Second Sales Meeting


Only 17 percent of salespeople get a second sales meeting

Here’s the bad news: only 17 percent of salespeople get a second meeting with an executive, according to Forrester Research.

The good news is that you can improve your chances of getting a second meeting through preparation and demonstrating your credibility in the first meeting. If you are lucky enough to get into the executive suite, you have to balance your strategy of question-led and insight-led dialogue to create “aha!” moments for the client, proving that you do indeed have a deep understanding of their business.

The first step is to determine, in advance of the meeting, what you’d like to happen at its conclusion. It’s not always going to be a sale; it might be to have another meeting. The way that you build that expectation up front for yourself and communicate it early in the meeting can be an important move.

Be aware that executives will often spend the first few minutes of a sales meeting trying to determine whether you have earned your right to be a part of the conversation regarding whatever initiative is on the table. So, if you begin by being too product-focused or talking only about yourself and your company, most executives will consider that a deal-breaker. You have to demonstrate from the start that you know enough about their business and their industry to be credible, insightful, and a valuable partner, » Continue Reading.

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May 5th, 2015

How to Overcome Objections in Sales


How to Overcome Sales Objections

Every sales professional in every corner of the world hears “no” or words to that effect — all the time.

“No” can come on the phone, before you’ve ever met the person, or while you’re shaking that person’s hand. Getting past “no” and learning how to overcome objections in sales is an important skill for sellers that must continually be practiced.

In sales training sessions on overcoming objections in sales, I always ask participants how they feel when someone resists or turns them down. I guide the conversation toward recognizing the opportunity in what seems like a rejection.

Some people are naturals at overcoming objections in sales; the rest of us benefit from practicing a step-by-step, client-focused model.

4 Steps to Overcome Objections in Sales Using a Client Focused Model

The best way to overcome objections is to understand the underlying concern. An effective process for doing this involves the following skills:

STEP 1: Relating — Acknowledge or Empathize By making a statement of acknowledgment or empathy, you let the client or prospect know his/her concerns have been heard. Both your tone of voice and your words should be appropriate and genuine, and avoid any signs of defensiveness or frustration. This helps to reduce negativity and helps you connect with the client.

STEP 2: » Continue Reading.

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February 24th, 2015

Why Sales Objections Can be Opportunities


Why Sales Objections Can be Opportunities

As sales professionals, we are quite familiar with sales objections. We hear them on a daily basis, and sometimes, several times a day. We can hear them at any part of the sales process: when we open, when we discuss our solution, or when we close the deal.

The ability to resolve these sales objections is crucial for a number of reasons:

It enables you to maintain and strengthen your client relationships. It helps you move your sales cycle forward in a non-confrontational way. It helps ensure that conversations remain positive, focused, and consultative. It gives you confidence to address tough conversations. When dealing with price objections, it ensures that you don’t discount too early or leave money on the table.

Sales objections are most often thought of as roadblocks in the sales process, carrying negative connotations. In reality, sales objections represent an opportunity — the client is willing to share objections, which gives you the chance to address them and move the sale forward.

It’s important that you don’t make assumptions about the objection and instead ask the client to elaborate. This demonstrates your interest in learning more, while giving you extra time to think. It also confirms that you’re dealing with the right objection, as most times, the objection you first hear can be a smokescreen. I call this the Matryoshka effect, like the Russian nesting dolls: inside » Continue Reading.

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