How do you handle objections during discovery?

During the discovery process, I consistently pose the question, "What are your objectives for today?" This open-ended query encourages prospects to share their thoughts and priorities, providing valuable insight. It also allows me to gauge the tone and demeanor of the individual, helping me tailor my approach accordingly. By understanding both the client's key points and their personality traits, I can effectively present information. Additionally, it is crucial to inquire about the desired meeting duration. Armed with this knowledge, I can address business objectives in a positive and personalized manner that aligns with the prospect's needs.

??How do you handle objections during discovery? Discovery is fundamentally understanding what a client wants and needs (not the same thing). When someone shares with you what they don't want, they are actually helping you, by process of elimination, to navigate closer to what they do want. Client: I don't want this to take 4 months Translation: I want this to be completed quickly and in less than 4 months Client: I don't want to spend 4 months on something and not see then benefit until 12 months later. Translation: I want in year ROI Client: I don't want to juggle 3 things at once Translation: Focus solely on the problem I have before offering to widen the scope ?? Like if you find this valuable #sales #discovery #objections

Discovery is the first stage of every complex sales cycle. This meeting will often make or break an opportunity. The goal of the discovery meeting is to determine if the opportunity is worth pursuing for the sales rep and if the solution is worth pursuing for the prospect. The seller should have 4 goals: 1. Qualify: Is this customer a good fit for my offer and are they likely to buy in a reasonable time frame? 2. Understand: What is the customer's current state and where do they hope to go? 3. Identify: What problems or goals does the customer not recognize but are important? 4. Educate: How can I succinctly explain my value and demonstrate that this solution is worth the prospect's time to pursue?

As a former nurse now working in sales, I often refer to the discovery stage as the MRI. A doctor would never presume to work on symptoms alone and either should salespeople. An effective discovery can be the difference between just applying a bandage vs getting to the route of the problem and fixing it for the long term ????

Discovery serves as an opportunity to uncover a buyer’s pain points, priorities, and goals to determine fit and ultimately continue moving the buyers through the sales process. Discovery calls should be thought of as a process, not an event. The purpose of a discovery call is to build on the qualification stage and establish whether the opportunity is worth pursuing, then transition the conversation from emotional decision making to rational decision making.

See if you were to ask someone what is an objection, they would start by saying "It's when someone says they are not interested" or "Let me speak to my spouse". These are not objections, these are complaints 9 times out of 10. See an objection is when they validate the complaint. Hasn't it ever happened to you that you had a prospect telling you on multiple calls different "objections?" We've all fallen victim to this if you are in sales. But if you don't get a validation for the complaint then they haven't shared with you the real reason. Also known as the unspoke objection. Chances are if you hear 3 different objections on the call chances are none of them are the real one. They just want to take you down the wrong rabbit hole. stayaware

When new sales reps first started selling, they view objections as roadblocks. With the right training, they will eventually see them as crucial opportunities. When objections arise, sales reps should categorize them to tailor with an appropriate response. For example, when the prospect says it costs too much, that's a price objection. A sales rep may counter by reiterating the value their product/solution provides to offset the cost. If they doubt your company's experience in their industry, that's a source objection. A sales rep will want to share relevant case studies to build credibility. Categorizing objections has always helped me and my team better listen to prospect concerns so we can have more fruitful and productive conversations.

When receiving an objection it is very important to get more insights on what is really driving this thinking. By asking a little more what they mean by “safety” or “not enough information”. Is it really a concern? What is it based on? A fact or a believe? You will see most of the objections come from a place of misunderstanding or false believe that having the right differentiation and tools for your product/service can be easily managed when you ask a couple of question and understand the “why’s” behind that. Ask, but more importantly, listen to what they really mean.

A key piece about objections is to be upfront about them. For example, if you're an accountant...say it. For example, "You're likely overpaying on your taxes, even if you already have an accountant." It gives you credibility and the opportunity to explain what differentiates you. Now you've taken away the top objection just by recognizing it.

I would say there's a frequently overlooked category of objections, which are the "false" objections. These objections typically fall into two scenarios: 1. Lack of information. 2. The prospect doesn't want to disappoint the salesperson or simply can't say no. For both of these cases, a savvy salesperson should be trained to ask two direct and sincere questions. For instance: "Hey Mike, I understand you're asking for some time. Usually, when someone says that, it's either because they need more information or they don't want to disappoint me. Is either of these the case for you? If so, don't worry, I can provide you with additional information, or I can understand if my product/solution isn't the right fit for you at the moment."

Anticipating objections and preparing effective responses is a key strategy for successful sales interactions. Here are a few thoughts to consider: Research and Preparation: Researching prospects, their industry, and competitors is a fundamental step in understanding their pain points and potential objections. This knowledge can help you tailor your responses more effectively. Learning from Past Conversations: Reviewing past sales conversations is an excellent way to identify recurring objections. This can provide valuable insights into common pain points and objections that you're likely to encounter in future interactions.

The first step is mindset. “Never Split The Difference” teaches that you haven’t started to figure out the parameters of a deal until you hear the word “no”. People say “yes” just to get along. It doesn’t mean much. “No” teaches you the limitations of the deal and the obstacles for success. If you can treat the objections with curiosity and understand the perspective of the buyer, it can do much to discover the potential parameters for a deal than to hear the word “yes”.

Every salesperson learns the hard way that you can't just "wing it" when objections arise. Before each discovery call, I'll work 1:1 with my sales reps to predict likely objections based on research, industry, buyer persona and past deals. Then we brainstorm responses to address concerns on value, budget, timing, etc. We even roleplay the conversations. My advice is to invest upfront in anticipating objections and practicing responses. It's a game of chess - try to foresee prospects' moves so you can counter effectively. One of my old sales managers use to say, "ready yourself for obstacles before they appear". Great advice from a seasoned vet!

the best way to prepare for objections is to study human psychology. Ditch the canned answers. The objection belongs to the prospect and only they can resolve it. You help them resolve it by asking the right questions e.g. Prospect "can you send me some info" Salesperson "happy to, but before I do can I ask you a question?" Prospect "sure" Salesperson "sometimes when I'm asked to send information early in a conversation, what I hear is that it's not a priority and that the person asking me to send them the information is just being nice to me. Is that what's happening here?

- Based on your experience, predict potential objections. - Know your prospect's industry and pain points in advance. - Develop concise, persuasive responses to common objections. - Practice objection-handling scenarios with a colleague

I believe a key to discovery is finding out what makes them choose one vendor over another. What they look for from a partner vendor and what are some pain points they may be experiencing. If you can uncover some of those items, it helps in understanding if and how your company can be a true partner. I look at our role as investigators and not sales people

Caution! Be careful when responding to objections during discover, as many salespeople fall into the following trap: Let's break it down. First, who's objection is it? Your customers. Second, what do salespeople typically do? Jump in with whatever collateral or story they're using & wind up on their soapbox preaching a solution. Third, the salesperson has now adopted the prospect's objection. Since they tried to solve it they make it their own. Who overcomes objections? Prospects do. It's their objection so only they can change their mindset. However, it's up to the salesperson to leverage COACHING as a way to do so by asking the right questions that put it on the prospect to self-reflect, BEFORE you share your opinion.

Empathy is key at this stage. I've found that if you demonstrate that you understand the prospect's concern and show a desire and knowledge to work with them to remedy this it goes a long way. At the same time being honest when it is something you can't help with is equally as powerful because in the future if they're looking for a vendor and you are able to help the trust is already there.

I respond as if their objection is a common one and one that we hear of very often. They're not alone in this objection. My suggestion would be to ask why this is important to them and why they're asking or coming up with this objection. Find out where the objection is coming from.

Sometimes objections can be scary or frustrating, but that couldn't be more wrong! Objections are a sign that your prospect is actively considering your proposal and is trying to make it work into their current situation. If they don't have objections, they're not seriously weighing your offer. Take the opportunity to a) ensure you understand the root of their objection and b) validate the cause for concern. Then, use the wonderful advice already shared here in the article to carefully overcome the objection. Be sure to sell what you have and not bend or stretch the truth to answer their need.

You should not. Objections are usually driving the most meaningful conversations forward and handling them provides the opportunity to demonstrate the value of your solution and gain your customer's trust. Instead of preventing them, addressing the existing objections and reverting with a solution is the way forward to building a quality business relationship.

I once had a client raise a source objection on my product for almost 3 years. For 3 years I kept visiting him, agreeing to his praise of the competitor while clarifying that the objection was not based on facts but rather assumptions. To prove my point, I asked him for just 1 project. Then I made sure that he was completely satisfied with my product and services. That let to the 2nd order, then the 3rd, then the 4th... All this time I was patiently waiting for an opportunity. After almost 3 years, the competition made an error. The client raised an objection on them, and even at this time I didn't agree and assured the competitor was qualified. This let them to trust me and to believe in my product and I won a 3 year contract with them!

Often times with net new clients/prospects, the more pressure they feel the more they tend to shut down. It's important to set clear goals prior to the discovery meeting, and reassure them that that's all it is; a time to see exactly what their needs/goals are and how your company/product/solution fits in. You are never going to avoid objections, but they aren't all bad! Use objections as an opportunity to give your prospect the floor, encourage them to elaborate. You are still learning their needs, even if they are objecting to something. Remember, the more information you can gather, the better the overall outcome can be. You are there to listen and ask engaging questions, so try not to scare them off with too many soft closes.

Objections are the start key of a good sales. Objections are important because they lid you to how the prospect thinks or conducts him/ herself). You can not prevent the objections, but you can prepare by knowing your product from A to Z, this gives you the security to handle any question that may come. When an objection comes up, before answering it, ask deep questions about that topic, or ask the client.. Why do you feel that way ? You had a bad experience with this or that? How you think this may be handle? ect This part of the conversation can led you to know his/her) thinking) and knowing that, makes you the person in control. Dont be afraid of the objections irs a great way to start.

Preventing all objections shouldn’t be the goal. The ones you want to avoid are those that show they didn’t have a clear understanding of what the discovery meeting was about, upfront expectations, or realize how important it is at the beginning of the process to save their valuable time (crucial step) as well as your own. With proper planning and preparation, these are easily avoided. ? Send a meeting confirmation that also reiterates the purpose of the meeting to set clear expectations. ? Mention the average time range the meeting should take. Ranges are typically better than absolutes in many cases. ? Let them know to feel free to reach out with any questions/concerns regarding the meeting rather than a misunderstanding.

Objections should be embraced! They mean the client is engaged and you are having a deeper conversation regarding their needs. Ask why that particular item is a concern for them which can then lead to an opportunity for you to overcome that concern and offer a valuable proposition to meet their specific needs.

I personally always look for Objections from customers. The moment the customer objects, the chances that you will close the sale become high as you have to overcome that objection in most of cases to close that. But, when the customer has no objections, I found either they are indecisive or not interested.

Ever wonder why seasoned pros like objections? When you’re able to effectively leverage objections, you’re essentially moving closer to a deal because you’ve taken the time to understand their wants, needs, and most importantly their concerns. You’ve been given the clues as to what could potentially keep them from moving forward and the opportunity to address it specifically. You may need to reframe your benefit(s) differently so it’s better understood or received, or you may need to restructure the offer to better accommodate their needs. Either way, you’re no longer guessing after understanding their objections. You’re now armed with the insight necessary to close the sale with what should be a win/win for both parties.

Couldn't have said it better. Here's how I deal with them: 1. Objection on value: You need to show them everything your company offers which is exactly like the competitors and just 1 unique value proposition. 2. Objection on source: Show them your collaboration with trusted names in the business and show testimonials. 3. Objection on price: If you can, reduce directly. If you can't, take the conversation towards value immediately. 4. In case of stalling, show them what they're losing by spending more time without making a decision.

In terms of opportunity, objections are a great segway to success stories you wouldn't otherwise have full attention to, it's a good moment to tell that story you are so proud of!

All sales organizations know that the top 10 objections they will receive from 80% of their prospects. I would suggest that as a team they come up with talking points that address those objections and get comfortable talking about them. I would also suggest that you go on the offensive and bring up the objections before the prospect does.

In my experience one of the foundational skills often neglected in the sales process, and specifically the discovery phase, is that of active listening. Oftentimes, we think if we rattle off all the benefits of our offering (because we’re so great at sales that we know to speak to benefits over features) then we should have a successful sales call. In doing so, however, the most important part of the discovery is missed… the opportunity to really connect with your prospect and to learn all of the valuable insights they’d share if we weren’t so quick to speak vs genuinely listening to solve their problems. People buy from people they like, and most don’t like the sales person who comes off as reading a script. Listen more than you speak!

Understanding Objections as Relationship Indicators Objections can act like compass needles in your professional relationships, showing you which way you're headed. They pop up for various reasons, giving you valuable insights into where you stand with others. Think of objections as more than just obstacles; they're like windows into the inner workings of your connections and how well you tell your story.

Examples: Trust, Connection, and Effective Communication in Action In the business world, we often team up with people we trust because we believe they can solve our problems or meet our needs. Within this dynamic, several crucial factors come into play: Trust, social connections, reliability, experience, openness, active listening, and sometimes pricing. Imagine a strong, trustworthy relationship as a shield against objections; you're less likely to encounter them upfront. On the flip side, objections signal missed chances to communicate your story effectively. Often, objections are like unspoken questions from others, pointing out important cues. But if your relationship is rocky, objections can feel like insurmountable hurdles.

To engage effectively, be open-minded and empathetic to prospects. Address their concerns or objections with solutions to build trust. Furthermore, the choice of words used can significantly impact the impression you create in your prospects' minds. For instance, "expensive" can be associated with higher costs. It is advisable to employ the term “premium,” which instantly conveys added value. The term "cheap" gives a notion of low quality. Instead, opt for "affordable," emphasizing the idea of obtaining a good deal. The word "try" may imply a potential failure. A more effective term, "explore," suggests an opportunity to learn and grow. This language shift fosters a positive outlook on the prospect's engagement with your offerings.