Aligning Customer Objections to the Buying Process

Sales Benchmark Index

One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. Talented sales reps will use this customer insight to expertly handle customer objections.

3 Coaching Tips to Help Reps Overcome Sales Objections


Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. Salespeople dread dealing with tough customer objections.

Less is more when handling objections

Sales Training Connection

Handling objections. Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing with objections not only what you say but also when you say it is key to success. So going back to our “less is more” construct: ACT.

The causes of objections when selling insurance

The Science and Art of Selling

It is an important fact in human nature that each person’s mind tends to construct and live in its own mental world and to resist invasion. It is, of course, difficult to determine the real basis of objections in any individual case.

Are You Showing the Big Picture When Overcoming Your Customers Objections?

Jeff Shore

Years ago, I was selling newly constructed homes in a community that had – let’s say “less than optimal size homesites.” The first time I used the pictures and overcame the small backyard objection I got hooked. I found pictures for every possible objection I could think of.

Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

How To Construct and Implement a Successful Business Development Strategy. Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help….

8 Ways to Respond to the Objection "I Want to Think It Over"

Hubspot Sales

It's not constructive for them to do this on their own. You have invested a significant amount of time, money, and energy into an opportunity. Then the buyer says they want to “think it over.” What should you do? Maybe it’s easier to begin with what you shouldn’t do.

How All Those Trucks on the Road Can Help You Stop Discounting

Understanding the Sales Force

Trucks and construction. Lots of construction. Don't believe a word of it when you hear an economy related objection or put-off. We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back.

Why You Want A Sales Framework Not A Methodology

The Pipeline

Keeping it simple, a framework is a construct, allowing for a logical means of classifying, segmenting, or categorizing things. Objective Based Selling Change Management Leadership Sales Framework Sales Success Selling to ExecutivesBy Tibor Shanto – .

Can Your Team Become Challenger Types?

Braveheart Sales

Constructing Tension. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication.

Build Trust Not Fear With Your Marketing Messages

Increase Sales

Additionally by working against this rule, this type of marketing messages creates more sales objections. So are you construct your next marketing campaign, ask yourself: “If you would buy from this company.

How to Increase Sales Tips & Snippets #20 – No We or I as the Seller

Increase Sales

Another valid reason for not beginning any marketing message this way is the seller immediately is constructing sales objections. Sales Be the Red Jacket how to increase sales increase sales sales buying sales coaching sales coaching tip sales objections

How To 115

Are Behavioral Assessments a Pseudo Science?

Increase Sales

85 coefficients because they are constructed from an inductive and subjective perspective. The Attribute Index is constructed from a deductive and objective perspective with reliability and validity coefficients around a.92.

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

It will allow you to: Objectively evaluate your team. Displays Constructive Criticism : They don’t complain. The best provide professional, mature constructive criticism. Displaying constructive criticism but having to defend the accounts they sell is a problem.

Is There A Place For Anger In Management?

Sales and Marketing Management

In one study, participants were shown objects they associated with a reward. Those shown the angry faces were more likely to want objects they were subsequently exposed to. So, when used right, constructive anger can make someone feel strong and powerful and help push them to get what they want. Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re

Study 191

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

How would you respond to these common objections?” “How A well-constructed sales enablement and readiness strategy can build in video coaching to confirm reps have absorbed and mastered the necessary skills and materials for career advancement.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

Role-playing with your team (and with individual employees) helps your sales crew get comfortable with typical situations, anticipate potential issues, and effectively respond to common objections. When delivering performance feedback, a little constructive criticism goes a long way.

A Four Letter Word Every Seller Should Learn – Sales eXecution 318

The Pipeline

One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. By Tibor Shanto – .

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

As a sales rep or manager – and as a human – it is important to be prepared to receive and give feedback, praise and constructive criticism. Look objectively at things you see them doing that you would want to emulate as well as things that you’d want to improve upon.

An Action Plan for Sales Improvement, Where Do You Start?

Increase Sales

Possibly, would you construct a better action plan for sales improvement because you now have enhanced clarity? If you are rethinking about an action plan for sales improvement, possibly consider looking within and securing an objective perspective.

What a Basic Sales Process Looks Like [Visual Template]

Hubspot Sales

Without an outline, writers sometimes forget to include a crucial argument, or construct their paper in an illogical manner. Handle Objections. There's a reason why teachers instruct students to make an outline before they start writing a paper.

Simply Speaking Bad Hires Cost Small Business Sales – Part 2

Increase Sales

As an individual who is trained to identify or write the best assessments (Master of Science in Instructional Design & Technology), I recognize the reason this particular tool is so accurate is because of its construction.

How to Rebuttal and Improve Your Sales Techniques


As a sales professional, one of the most common things you hear from prospects is an objection. In sales, objections come every day. It’s important that reps understand that when prospects give an objection, they are still giving you valuable information.

Why Must Leadership Training Programs Now Include An Adjective?

Increase Sales

The publishers recognized that leadership is positive in its construction and implication. Yes it continues to be updated to reflect new trends in the marketplace such as social media, but the process and the key learning objectives are still the same.

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

Stand up and battle constructively with an eye toward solving problems. What new objections is sales hearing about the latest product? CMO’s who engage directly with sales leadership are on a path to constructive actions.

Guidelines for Conducting an Effective SDR Performance Review


They provide the best value to SDRs when managers are comprehensive in scope and constructive in delivering feedback. Here’s how to handle this part of the assessment: DO be specific in your feedback: “I like the way you handle objections because of x” or “You seem to struggle with prospecting because…”. Review specific moments of challenge and ask constructive questions: “Why do you think you struggled in this moment?”

How to Handle (Dull) Company Mandated Presentations

Anne Miller

I recently coached a new hire in the construction industry who had to do one of these. Are you a pro who wants an objective “sales & presentation check-up?”. One of the hardest presentations to give is the “standard” company presentation.

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Objective Management Group (OMG) has three candidate assessments that provide companies with exactly that for sales, sales management, and sales leadership (VP/Sales Director).

Selling Off-Plan Properties… Your Ticket to Riches? 

Closer's Coffee

In the ever-changing universe of sales, a debate among sales scholars has been raging since the constructions of Uruk. My objective was to identify the set of skills required to close off-plan deals, understand the buyer’s journey, and align it with the sales process. So, I started working on the training content with the objective of creating modular content where sales professional can customize his/her engagement based on a unique requirement.

5 Steps to an Effective Sales Strategy

Sales Benchmark Index

You want to build clear objectives, milestones, project team, communication plan, metrics, and ownership. You are sharing the clear objectives of the program and the impact on all key stakeholders. You have spent time carefully constructing a strategy.

4 Steps to Deliver Quality Sales Coaching


An objective, for example, is for reps to stop selling product features and instead to focus on customer value. During this stage –and really at any point in the coaching process–it’s important to focus on strengths while offering constructive criticism.

How to Create a Winning Sales Process: 7 Essential Steps


Constructing a customer avatar – which represents your ideal customer persona – is an essential part of this stage. Handle objections and obstacles. There are a handful of common objections that salespeople should be aware of. Objection: It’s too expensive. Objection: I don’t want to be tied into a contract. Objection: I need more time to make a decision. Objection: I’m worried about the work required to transition from my current provider.

33 Sales Tip & Techniques

MTD Sales Training

They will be able to give you constructive feedback in a safe environment. 29) Uncover potential objections early on. This means you don’t go through all the hard work of qualifying and presenting, only to find a big objection that stops you in your tracks. 30) Practice dealing with sales objections in a safe environment. If you don’t practice, you run the risk of being caught out, so prepare for any price or other objection before it comes up.

Hiring Best Practice: Test Before You Offer

Sales Benchmark Index

Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. Objections - the Review Panel asks questions to simulate a real world selling situation. Some sales candidates look great during the hiring process.

Why You Need Social Influencers

Sales and Marketing Management

You need to think like, a company that constructs its B2B engagements carefully within the technology space. builds social influencer marketing programs based upon its core objectives as well as what others want to know.

The MBO Bonus – Definition, Tips, and Considerations


To be successful, these bonuses and objectives should stem directly from higher-level organizational targets. Align Corporate Goals to Individual Objectives. Definition of MBO Bonus.

Sales Leadership The Talent of Correcting Others

Increase Sales

According to Innermetrix , this is “The ability to confront controversial or difficult issues in an objective manner. Some might not appreciate how this sales leadership talent of correcting others fits within their role of selling.

Personality Tests, Sales Candidate Selection - How Tests Measure Up

Understanding the Sales Force

Then why is their validation of choice "construct validity" rather than "predictive validity"? Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests.

4 sales lessons we learned from our dads


If you’ve done all the prospect research you can and taken the time to construct a personalized solution for your buyer, you won’t have to worry about your pitch flying apart as soon as you hit the first bump in the road. You might have a prospect make objections that are simply beyond your control. When men become fathers, they become many other things, too. Teacher. Lifeguard. Corrections officer. Amateur chef. Guy who suddenly starts wearing white sneakers with tube socks.

The ABCs of Compensation Planning: How to Build Better Incentive Plans


The planning process can fall victim to many obstacles , so it is important to build a team that is primed to tackle any hurdles and keep key executive and company objectives as the plan focus. C – Constructed to Drive the Right Sales Behaviors.