Remember this approach. Ask two open-ended questions and a close one.
Kinonez
Celebrated Contributor
5
War Room Enthusiast
I would first understand the objection, is it a brush off is it valid? If not explain how you solve their problem.
bamageorge
Celebrated Contributor
7
International Sales Director
Question for ya... how do you determine if it's a valid brush-off or not?
Kinonez
Celebrated Contributor
5
War Room Enthusiast
Depends on the brush of, but for starters the tone, if the brush off makes sense or not.
One clear example is I don’t have time, or going to a meeting, l usually ask them 2 close ended questions then an open one and usually I get them engaged again.
bamageorge
Celebrated Contributor
7
International Sales Director
That's good... if you get a ''I'm going to a meeting'' brush off, how soon would you call again?
Kinonez
Celebrated Contributor
5
War Room Enthusiast
I’d ask at what time the meeting ends. Then call at that time. If I don’t know this, and call later that day or same time next morning.
bamageorge
Celebrated Contributor
6
International Sales Director
What if they hang up? Would you try again?
Kinonez
Celebrated Contributor
4
War Room Enthusiast
If they said they are going to a meeting and hung up then yes, I would call again next day. That might be true. If I call again and it happens I stop. I never want to push to far.
Justatitle
Big Shot
3
Account Executive
-address it - make sure it’s valid - validate that it’s understandable why they’d have the objection - explain how you’ve solved for it in the past - ask if the explanation mitigates their concern.
bamageorge
Celebrated Contributor
5
International Sales Director
Great advice! Love it!
AlphaCharlie
Arsonist
3
Account executive
Ask two open-ended questions and a close one.
EH20
Politicker
2
Manager
I remember this approach, never used it much though
paddy
WR Officer
2
Director of Business Development
Well this might sound earth shattering and a little radical but the best way to handle an objection in sales is to politely refute that objection and explain why. I don’t want to spread propaganda here so take what I said with a grain of salt.
CuriousFox
WR Officer
1
🦊
Waterboarding.
EH20
Politicker
2
Manager
address it head on!
MaximumRaizer
Politicker
2
Sales Manager
I would first understand the objection, is it a brush off is it valid? If not explain how you solve their problem.
Blackwargreymon
Politicker
2
MDR
The kind of talent that is part of the war room
Clashingsoulsspell
Politicker
1
ISR
validate that it’s understandable why they’d have the objection
MR.StretchISR
Politicker
1
ISR
explain how you’ve solved for it in the past
GDO
Politicker
0
BDM
Understand the objection and find a solution.
Most people jump to solution without really understanding the issue.
The best tip for this is LSD :D (Listen Summarise Deepen)
Mr.Floaty
Politicker
0
BDR
How'd it turn out?
Cyberjarre
Politicker
0
BDR
It depends on the backbone of your sales stack.
Error32
Politicker
0
ISR
Does your company need one? Have you been asked to start building out the function? Do you want to pivot to Sales Ops?
ApocalyBoom
Politicker
0
Account Executive
validate that it’s understandable why they’d have the objection
25 comments