1.
Dealing with Objections
Sales Training
Michael Halper

2.
What are Objections
• A prospect’s best weapon
– Mini stop signs
– Used to take control of the call and take it in
a direction of their choosing
• Common Objections:
– I am busy right now.
– Who are you with?
– What is this in regards to?
– I am not interested.
– Just send me some information.
– We already use somebody.
– We are not looking to make a change right now.
– We do not have budget/money to spend.

3.
Why this Step is Critical
• Bad news:
– Face on just about every cold call
• Good news:
– There are only around 10 objections that we will consistently
face
– By simply preparing for those, we can see an immediate
improvement in performance
– Improve mental fortitude

4.
Objections Handling Options
1. Comply
1. Overcome
1. Redirect

5.
Comply
• To give in to the objection
• Example:
Prospect: “I am not interested”
Caller: “OK, have a nice day.”
• Weakest response - only use as a last resort
• At some point, we have to comply
• Rule of thumb: Comply after two to three other attempts

6.
Overcome
• To defuse the objection
• Example:
Prospect: “I am not interested”
Caller: “OK, but we also have the auto tuning feature and are the global leader doing this
for 30 years.”
• Downside to trying to overcome:
– Very challenging to change someone’s mind
– Can be time consuming
– Can give life to the objection
• Tactics: (not recommended during cold calling)
– Isolate, then get to the root
– Feel, felt, found

7.
There are 27 minutes and 15 slides remaining
in this training module.

8.
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9.
• Sales Messaging Workshop
• How to Communicate Value to Build Interest
• How to Use Prospect Pain to Generate Leads
• Focusing on the Ideal Prospect
• How to Effectively Qualify Prospects
• How to Deal with Prospect Objections
• How to Get Around the Gatekeeper
• Building Rapport, Interest, and Credibility
• Lead GenerationTools and Processes
• Improving Your Ability to Connect with Prospects
• Improving Your Mental Strength and Frame of Mind
• How to Effectively Manage Sales Cycles
• How to Manage Prospect Meetings
• How to Get Prospects to Say “Yes” by Disqualifying Them
• Improving Your Close Rate
• How to Build Email Drip Campaigns
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13.
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