What do you do if your team members face objections in closing deals?

This AI must have been trained in 1980s data. If you have got objections at closing time you have proposed to early. And in a world of enabling buyers one should give the customer all the objections as well as how they will need to overcome them. 'What? Your legal team is worried about our privacy policy.... oh my, I've never had the feedback...'#sarcasm Front foot every objection. If you're explaining (or worse persuading, or even worse arguing), you're losing...

Most sales people are trained to overcome an objection. The problem is the often becomes a punch counter punch interaction with the prospect. Not effective. The only person that can overcome an objection is the prospect. So understanding what the “real” objection is imperative. That’s where the sales skill of reversing helps you.

That's good! Objections always mean "give me more information". So give the client what they are asking for. Not all the information you know, but exactly what the client needs to make a decision.

Again, the purpose should be to gather information and get clarity as to what caused the objection. As an example, think about when a prospect says, “your price is too high!” That could mean several things; 1. The salesperson didn’t create value 2. The salesperson is being compared to another quote 3. It could be beyond the prospects budget. So until the reason is uncovered, the sales person by responding too quickly is not working on the real objection.

Metamodelar a linguagem pode auxiliar na constru??o de novos pensamentos. Utilizar a técnica da PNL que esclarece distor??es e reduz generaliza??es de conceitos “afunilando” e aterrizando a compreens?o sobre o seu direcionador. | Ex.: “Ninguém gosta de comida amarga” > Você conhece alguém que gosta de chocolate 100% Cacau?” > Se sim, podemos considerar que há pessoas que tem prazer em um paladar mais amargo?

When my team members face objections in closing deals, I sit down with them to understand their challenges and frustrations. I encourage them to listen actively to the client's concerns and show genuine empathy, building trust and rapport. Together, we brainstorm and practice responses, reframing the client's perspective and emphasizing our unique value. We role-play scenarios to boost their confidence and ensure they are well-versed in our products and services. By fostering a supportive and collaborative environment, I help my team turn objections into opportunities, enhancing their success in closing deals.

Role playing is essential to learn new skills. We find that very few sales leaders role play (the correct way) so that the salesperson can implement in the line of fire. Essentially you need to change a behavior which requires practice and repetition.

Para enfrentar obje??es no fechamento de negócios, implemente simula??es de vendas com role-playing, praticando respostas em cenários variados. Documente as obje??es comuns e forne?a um guia de respostas padr?o. Ofere?a feedback construtivo após as simula??es, destacando pontos fortes e áreas de melhoria. Desenvolva habilidades de comunica??o com foco em escuta ativa, questionamento eficaz e empatia. Utilize exemplos reais e estudos de caso para ilustrar estratégias bem-sucedidas. Crie uma cultura de colabora??o, incentivando o compartilhamento de experiências e solu??es. Realize treinamentos contínuos para manter a equipe atualizada e preparada para novos desafios.

Sales is situational. Every prospect is different. It is difficult to create any one clear compelling way to respond. One size does not fill all. But If you teach the team skills like reversing, 3rd party stories, negative reversing, presumptive questions, or big concern questioning techniques, the sales person can use these techniques and adopt them to different selling situations that fit their own personalities.

O desenvolvimento de estratégias de resposta para obje??es é essencial. Oriente sua equipe a elaborar respostas claras, concisas e convincentes, abordando as preocupa??es dos clientes. Reconhe?a a obje??o, forne?a informa??es que a contrariem e redirecione a conversa para os benefícios da oferta. Personalize as respostas com base nas necessidades e pontos problemáticos de cada prospect. Isso melhora a eficácia da comunica??o e aumenta as chances de convers?es bem-sucedidas. Incentive a prática contínua dessas estratégias para garantir que a equipe esteja sempre pronta para lidar com obje??es de forma eficaz.

Continuous improvement can only be achieved by having a common sales methodology or language that the entire team learns and uses. This is where the continuous learning comes in by mastering the methodology though coaching, role playing, and funnel management.

Para superar obje??es no fechamento de negócios, recomendo fortemente o uso de depoimentos e histórias de sucesso. Incentivo minha equipe a compartilhar exemplos relevantes de como nossos produtos ou servi?os beneficiaram outros clientes. Esses depoimentos n?o apenas oferecem uma prova social valiosa, mas também ajudam os clientes em potencial a visualizar os benefícios em suas próprias situa??es. Ensine sua equipe a selecionar depoimentos que sejam especialmente pertinentes à situa??o ou ao setor do cliente em potencial. Essa prática aumenta a credibilidade e pode transformar obje??es em oportunidades de refor?ar o valor da oferta, facilitando o fechamento do negócio.

When my team faces objections in closing deals, I encourage them to view these challenges as opportunities to deepen client understanding. I once had a rep struggling with objections about policy pricing. Together, we worked on highlighting the unique value our insurance solutions provided, addressing concerns with tailored benefits and real-life examples. This not only helped overcome objections but also built stronger client trust. Always remember, addressing objections with empathy and detailed information turns hurdles into stepping stones.