How to Get Around Sales Objection | The SMART Sales Systems
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How to Get Around Sales Objections
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How to Get Around Sales Objection | The SMART Sales Systems
- 1. How to Get Around Sales Objections
- 2. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Closing Module 14: Networking Module 15: LinkedIn Module 16: Mental Strength
- 3. 1. I am busy right now. 2. What is this in regards to? 3. Is this a sales call? 4. I am not interested. 5. We do not have budget/money right now. 6. We already use somebody for that. 7. We are not looking to make any changes right now. 8. Just send me your information. 1. I am busy right now. 2. What is this in regards to? 3. Is this a sales call? 4. I am not interested. 5. We do not have budget/money right now. 6. We already use somebody for that. 7. We are not looking to make any changes right now. 8. Just send me your information.
- 4. Chapter 21 - Objections Link in Description
- 5. Goal is to Keeping the Conversation Going
- 7. Objection Handling Options Option 1 – Comply Option 2 – Overcome Option 3 – Deflect
- 8. Option 1 – Comply
- 9. Option 2 – Overcome
- 10. Option 3 – Deflect the Objection
- 11. 1. I am busy right now. 2. What is this in regards to? 3. Is this a sales call? 4. I am not interested. 5. We do not have budget/money right now. 6. We already use somebody for that. 7. We are not looking to make any changes right now. 8. Just send me your information. 1. I am busy right now. 2. What is this in regards to? 3. Is this a sales call? 4. I am not interested. 5. We do not have budget/money right now. 6. We already use somebody for that. 7. We are not looking to make any changes right now. 8. Just send me your information.
- 12. Sales Scripter FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales role-play simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy IMPROVEMENTS • Get their reps generating more leads • Improve the performance for every rep on the team • Decrease sales staff turnover CHALLENGES/CONCERNS • Difficult to get reps to generate new business • Too many underperforming reps • Sales staff turnover is costly to the organization PAIN QUESTIONS • How do you feel about the amount of leads your reps are generating? • How much pressure is there to get reps performing better? • How important is it to find ways to decrease having to let reps go due to poor sales performance? CUSTOMER EXAMPLE • We worked with a software business • They were having difficulty generating leads and new accounts • We solved that with our SMART Sales System • This helped to get reps generating more leads • Improved performance for every rep on the team PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE CURRENT STATE QUESTIONS • Are you all using any type of sales script or sales playbook? • Do you use any type of sales methodology? • Do you provide sales training to your
- 16. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 17. Oh, OK. I can be very brief or I can call you back at another time. Which do you prefer? OR Oh, OK. When is the best time for me to call you back? I am not available. I am busy right now. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 18. What is this in regards to? Introduce myself and our company Schedule an appointment or meeting Learn about your needs Share details about what I sell Is this a salesperson that is trying to sell something?
- 19. The reason for my call is that we help businesses to: • Get their reps generating more leads • Improve the performance for every rep on the team • Decrease sales staff turnover What is this in regards to? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 20. The reason for my call is that we help businesses to: • Get their reps generating more leads • Improve the performance for every rep on the team • Decrease sales staff turnover What is this in regards to? Is this a sales call? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 21. You don’t need to overcome the objection. You don’t need to change their mind. I am not interested.
- 22. Ultimate Goal: Close the sale Immediate Goal: Close on the next step TWO GOALS I am not interested. VALID REASON TO NOT CONTINUE Sell the Product – Overcome the Objection I am not interested. NOT A VALID REASON TO NOT TALK Sell the Next Step – Establish the Conversation
- 23. I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE I understand. If I could ask you real quick: • How do you feel about the amount of leads your reps are generating? • How much pressure is there to get reps performing better? • How important is it to find ways to decrease having to let reps go due to poor sales performance?
- 24. I understand. If I could ask you real quick: • Are you all using any type of sales script or sales playbook? • Do you use any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? • How many sales reps do you have? • How long does it take to get reps ramped up and performing? • Are you doing any type of cold outreach? • What is your sales staff turnover rate? • When was the last time you looked at improving your sales training? • Are you the right person to discuss this area with? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.
- 25. I understand. When we work with businesses, they often have challenges with: • Difficult to get reps to generate new business • Too many underperforming reps • Sales staff turnover is costly to the organization Are you concerned about any of those areas? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.
- 26. I understand. I am not reaching out to you to try to sell you anything. We are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn about you and share some information about us. That way, when you are ready to make a change, you can know who we are and how we can help. Are you open to putting a brief conversation on the calendar? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.
- 27. Can you send me your information? They do not plan to do anything with your information.
- 28. Can you send me your information? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE I can certainly do that. So that I know what to send you, can I ask you real quick: • How do you feel about the amount of leads your reps are generating? • How much pressure is there to get reps performing better? • How important is it to find ways to decrease having to let reps go due to poor sales performance?
- 29. I can certainly do that. So that I know what to send you, can I ask you real quick: • Are you all using any type of sales script or sales playbook? • Do you use any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? • How many sales reps do you have? • How long does it take to get reps ramped up and performing? • Are you doing any type of cold outreach? • What is your sales staff turnover rate? • When was the last time you looked at improving your sales training? • Are you the right person to discuss this area with? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Can you send me your information?
- 30. I can certainly do that. Actually, there is a lot of information I can send over. Would it be easier to just have a brief call on another day to answer questions and share the information instead of me sending over a lot of documents? Can we put a brief call on the schedule? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Can you send me your information?
- 31. 1. I am busy right now. 2. What is this in regards to? 3. Is this a sales call? 4. I am not interested. 5. We do not have budget/money right now. 6. We already use somebody for that. 7. We are not looking to make any changes right now. 8. Just send me your information. 1. I am busy right now. 2. What is this in regards to? 3. Is this a sales call? 4. I am not interested. 5. We do not have budget/money right now. 6. We already use somebody for that. 7. We are not looking to make any changes right now. 8. Just send me your information.
- 33. I understand. We typically help businesses to: • Get their reps generating more leads • Improve the performance for every rep on the team • Decrease sales staff turnover Would those types of improvements justify investing in this area? We can’t afford your product. It is too difficult to change right now. We will have to come back to this later. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT OPEN CLOSE
- 34. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE I understand. When we work with businesses, they often have challenges with: • Difficult to get reps to generate new business • Too many underperforming reps • Sales staff turnover is costly to the organization Are you concerned about any of those? Is there any risk to waiting to deal with those? We can’t afford your product. It is too difficult to change right now. We will have to come back to this later.
- 35. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE I understand. • We worked with a sales trainer at a software company and helped make it easier to teach reps what to say. • This ultimately helped to improve the performance for every rep on the team. If we could help you in the same way, would that justify investing in this area? We can’t afford your product. It is too difficult to change right now. We will have to come back to this later.
- 36. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Some ways we differ from other options out there are: • We are the only sales tool that helps with what to say • We are a true consultative selling approach • We provide the only AI-driven sales role-play software A little more about us: • Been doing this for 12 years • Only company providing solutions in this area Do you know how your other options compare in those areas? You are more expensive. I am leaning toward the other provider.
- 37. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE I understand. • We worked with a sales trainer at a software company and helped make it easier to teach reps what to say. • This ultimately helped to improve the performance for every rep on the team. If we could help you in the same way, would that change how you view us compared to your other options? You are more expensive. I am leaning toward the other provider.
- 38. I can certainly do that. When I talk with other businesses, they often have challenges with: • Difficult to get reps to generate new business • Too many underperforming reps • Sales staff turnover is costly to the organization Are you concerned about any of those areas? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Can you call me back in X months?
- 39. I can certainly do that. When we spoke last, you were having challenges with: • Prospect specific pain point 1 • Prospect specific pain point 2 • Prospect specific pain point 3 Are you concerned about any of those areas? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Can you call me back in X months?
- 40. Building an Objections Map • Tool to build to use as a guide for dealing with objections • List out anticipated objections • Formulate best responses • Can include redirects and overcome responses • Can be organized to have cold call responses and meeting responses
- 41. • When a call ends, reflect on what objections the prospect had • Identify how you responded and if your responses were effective at keeping the call going • Was there a response that could have been better? • What questions could have been asked to keep the call going and gather more information? • Update objections map – Add new objections – Improve existing responses Reflect Back to Improve Forward
- 42. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Closing Module 14: Networking Module 15: LinkedIn Module 16: Mental Strength
Editor's Notes
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. 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 any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. 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 any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.