Keep getting this feedback from my manager - that I need to handle more objections on the phone by "educating" prospects.
Have tried this, and of course it doesn't really work. We sell to enterprise, high director/VP finance folks and I don't think rattling off a bunch of statistics will change their minds or sway them (we sell fraud prevention).
I think it's more of an issue of timing and that people can't experience the pain of a fraud until it really hits them. Difficult thing is that you can't just simply google search for people who have experienced fraud...
IMO - a better way for us to prospect is to instead lean on partners/relationships with mutual customers. Have tried this and it has worked swimmingly.
But: for leads that are ICP where we don't have an "in", my manager keeps on pushing me to try to fight these "not interested" or "we have a good process" objections that I don't really see a way to win against.
Thoughts, savages?
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