Obstacles and Objections happen in every account and opportunity, be prepared. Turn obstacles and objections into reason to buy.

1. CUSTOMERS OBSTACLES AND
OBJECTIONS BE PREPARED

2. Obstacle - a
thing or person
that blocks one's
way or prevents
or hinders
progress.

3. Objection - an
expression or
feeling of
disapproval or
opposition; a
reason for
disagreeing.

4. When Do Obstacles and
Objections Occur?
At every step in the Sales
Cycle
 The initial call
 The initial demo and
presentation
 During the trial
 During the Close meeting

5. Typical Obstacles
 The Gatekeeper
 No Access to Decision
Makers
 Just Installed system
 Redoing their system
 Buyer(s) have not been
identified
 Customer’s buying
process is unknown
 Budget

6. How to Overcome Obstacles
 Try to remove it when
you come upon it
 Document it and
attempt to move
around it
 Identify someone in
your organization or
the customer’s to help
navigate around it

7. Typical Objections
 No Budget
 Solution pricing
 Solution complexity
 Not a priority
 Lack of time
 Lack of deployment resources
 No product expertise
 I’m new here need to figure out
what is going on first
 Sales teams not mature enough
 No formal sales process defined

8. How to Mitigate Objections
 Turn an Objection
into a reason to
move forward
 Give examples of
what your
solution/software
has done at other
customers
 A reason to dig for
more information –
show interest

9. What Not To Do
Mitigate an
Objection by
reducing your
price!

10.  Anticipate and Be Prepared
 You or someone on your
team has likely dealt with
them before
 Understand how your
competition would
overcome them
 Know customer alternatives
 Always address them: They
don’t go away and will stop
a deal cold
Handling Obstacles and
Objections

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(214) 509-8864
SALES@POINTNTIME.COM
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