The Meaning Behind An Objection
Donald C Kelly
The Sales Evangelist | LinkedIn Top Voice In Sales | 3X Top Salesforce Influencer | LinkedIn Sales [In]sider | Helping Teams Generate More Pipeline
How do you define an objection?
Let us know in the comments below!
"Objection" is a pretty harsh word. As Andy Paul taught, imagine someone objecting something court. They are often full of passion and utter disagreement. Typically, that isn't how our prospects respond when they have an objection. Breaking down what an objection truly is might be the first step to overcoming it. Here is one of my favorite definitions of an objection in sales.
(1) A lack of education - When someone rejects your offer, it's often them saying, "I don't know enough about this to see its value." This helps us understand that a vital way to combat objections is with education. Now slow your role, that doesn't to begin a 10 minute spiel about how great your product is. The best learning experiences often come when you let the buyer do the talking and you do the listening. As you listen for their needs you'll be in a better position to present a solution.
Check out some other eye-opening meanings behind objections in the content below. As always, I want you to take these skills then go out and do big things!
Latest Episodes: How I Overcame My Biggest Sales Objection
No matter what level of sales you're in, you are bound to encounter objections. Spencer Jan, co-founder of Solo Stove, shares his journey through overcoming objections and landing a 9-figure deal.
Latest Episode: Five Ways to Know Your Customer's Ecosystem
Glenn Poulos, co-founder of Gap Wireless, shares 5 ways to know your customer's ecosystem. These include understanding your key stakeholders, isolating your prospects, and perfecting the close.
Check Out These Blogs
The Sales Evangelist - What Is A Sales Mastermind?
Do you have goals to improve your objection handling or other sales skills? Learn how a sales mastermind can help you.
Converge Hub - 10 Tips To Overcoming Objections And Closing More Deals
Learn the top objections and the top techniques to overcome them and close more deals.
Price objections are common in sales, primarily because prospects have learned that this will land them discounts. Learn 33 combat tips.
Book Recommendation: Sell It Like A Mango
It's finally here! My first book is about to launch soon!
The market has never been more crowded with other sellers seeking your audience's attention. The ability to effectively distinguish yourself is one of the most vital skills to survive in the world of sales. This book teaches you just how to do that.
How do you define an objection?
Let us know in the comments below!
Ready. Set. Let's get Digital!
2 年Donald C Kelly as a salesperson for 34 years, and now, in the car industry we see two things when a customer doesn't want to buy a vehicle : 1) an objection and 2) an excuse. Generally, 9 times out of 10 in the car industry, a customer already comes with a preconceived mis trust about a car dealership and rightfully so. So what the customer does is not divulge their intentions (more than 50%) and does not tell the whole story that they are shopping around, have no clue what they want (60%-80%), already has their speech ready, and the smallest percentage goes to the ones who knows what they want and how much (this is 5%-10%). It's a fact. So what we do as salesperson is ask digging questions to reveal their pain points. I'm telling you that car salespersons, hairstylists, Uber drivers, and bartenders become social workers, counselors, therapists and much more. There are certain scripts we use to overcome objections and excuses. And we have 3 goals in mind- get them the correct information, match them with the correct vehicle for their family and get them out in a timely fashion. And believe it or not, it's a daily thing.
Chief Revenue Officer at Akixi
2 年Thomas Newbery Olivia Rowe