Makarium profile picture
Makarium profile picture

Makarium

Sdr

Politicker
Opinionated
Contributor
+2

Brushoffs or objection handling.

I am just going through a course about how to find ways to drive a conversation to be successful and one of the topics is about how to overcome brushoffs and objections.


The question is, how do you answer to one of these:


  • We are all set.
  • Your service is great but we are already with a competitor.
  • I am not interested.


What are your thoughts and strategies? Comment down bellow


I think it would be of great help for people new in sales here in the WR to get a list of options.

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2 comments

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uncorpse
Politicker
3
Sales Development
The first thing to note is the prospect's tone. With the tone, you're capable to determine if you have a few minutes to battle the objection. The most common way to handle this is by either asking a question that suits the conversation/topic or ask for straight-up feedback on the way you approached. Sometimes asking for feedback gets your further in the call, at least in my experience in sales. 
plssircanigetanotherpo
Executive
2
IC
For these, the best objection handling you can have is asking questions to show genuine interest in the prospects' situation and decision making process. 

I'd normally joke like "oh now, now how am I gonna buy food for my toddler? But I'm curious though... when you said we're all set, what do you mean by it? Are you not evaluating any, did you just sign with another vendor, etc..? If they went with competition, learn more about their decision process and ask for their candid input on why your product didn't make the cut, etc.? 

Based on what you learned, go 2nd/3rd layer and learn more, and make that $ in every conversation. What you don't want to do is get into a pitch about your product's feature without knowing the customer's needs and initiatives. 

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