Objection handling

I just came across this article from Josh Braun, and to be honest I think I don't practice enough my objection handling skills. I feel this is something that will definitely will work if put into practice.


What are some of the ways y'all are handling objections like ''not interested'' from the get go?

https://gumroad.com/l/objectionflashcards Tongue Tied Objection Flashcards “I’m not interested.”“Send me some information.”“We don't have any budget left.”"We have that covered.""I'm not responsible for that."“We have a vendor.”“This isn’t a priority now.”If you're selling something, you hear these objections all the time.If you could hit pause, and think about how you'd respond, you’d nail it.But you can't. There's no time in the moment. Prospects put you on the spot and you get tongue tied.And the only way to fix that is to get your reps in ahead of time. Practice. Drill. Make responses second nature.Flashcards are quick, succinct, and portable. No charger required!That got me thinking.What if you could practice defusing objections the same way?Now you can.It's called Tongue Tied. A set of 34 objection flashcards.Objection on the front. What to say on the back.Practice daily. Anywhere.Soon you’ll be feeling like “hey, I got this”. You’ll know your lines, you’ll feel more confident and a sense of...
👑 Sales Strategy
📞 Cold Calling
😎 Sales Skills
11
poweredbycaffeine
WR Lieutenant
2
☕️
Most objections lack substance, and people will often give in if you push back. They think that if they say "not interested" that you'll roll over and move on. Next time someone says that, I want you to try this:

"How do you know that without hearing me out?"

If they hang up then it wasn't worth the time, but if they get flustered and let you speak then you better be prepared with a 15 second "why". 
NoSuperhero
Politicker
0
BDR LEAD
True, I find that in asking why they're not interested sounds conflictive though, so I refrained myself from asking it but I can see this approach a lot less conflictive. Buy still, it can come off a bit defensive, what do you think?
GDO
Politicker
2
BDM
My go to when I do not know what to answer is: "Why?"

Where ever I go I always list all objections I get. After that I just role play until I can fluently hit it out of the ballpark. Never met other SDR´s/AE´s that were not willing to play the prospect.
NoSuperhero
Politicker
0
BDR LEAD
How are you asking the why without sounding conflictive?
GDO
Politicker
0
BDM
It s al about tonality. Try to sound like you really just want to know.
BdubSE
Opinionated
2
Global Manager - Sales Enablement
Objection handling becomes easier and easier as you practice (on and off the phones) 

It's truly like any other conversation once you've gained confidence in yourself, your product, and the prospect knowledge..

I always follow:

1.) Empathize/show you're listening. I always show my understanding of their objection or rebuttal in some way so they know im attentive. 

2.) Identify if it's an objection or a question- it's good to know the difference, some people are simply asking a question that needs an answer, not objecting.

3.) Choose your weapon: Most often you'll be telling a story or asking a good question to gain further understanding of the objection. 

"I'm not interested"  could mean 1,000 things.. That they're busy, that they're having a bad day, that they don't understand what you're selling, etc. Or that they really aren't but ya know.. 
NoSuperhero
Politicker
1
BDR LEAD
This is so true, I find myself most often trying to be in the first two points mentioned. I don't practice enough so I really fail to land point 3, so I gotta practice more off the phones than what I'm currently doing.
FightingFistDrangon
Politicker
2
Director of Sales
Most objections lack substance, and people will often give in if you push back. They think that if they say "not interested" that you'll roll over and move on.
MaximumRaizer
Politicker
2
Sales Manager
I think having an idea of what you will say to certain objections is a good idea.
Blackwargreymon
Politicker
2
MDR
how much time is this going to take up?
Clashingsoulsspell
Politicker
2
ISR
Normally there will be a bank of standard objections you will get at certain points in the sales process, it may make people more effective
Smithy
Politicker
1
Director of Sales
I think having an idea of what you will say to certain objections is a good idea.

Normally there will be a bank of standard objections you will get at certain points in the sales process, it may make people more effective
NoSuperhero
Politicker
0
BDR LEAD
Completely agree, and I'm sure as I'm failing to be ready to brush them off, others are too so I think it's important to remember the basics and continue to work on them.
MR.StretchISR
Politicker
1
ISR
I think having an idea of what you will say to certain objections is a good idea.
7

Objection Handling - "We Have Other Priorities"

Discussion
3
-10

DPA objection

Question
6
9

Handling Objection With Decisonmaker(CEO/Owner)

Question
18