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.

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.

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.

22 Responses to the Sales Objection "It's Not a Good Time to Buy"

Hubspot Sales

Sales Objection Responses. “If If money and resources were no object, would you be willing to start with our product today?”. Prospects commonly use the sales timing objection to stall or force you to walk away. 22 Sales Timing Objection Responses.

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.

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.

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

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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.

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

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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.

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 – .

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.

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 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.

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.

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.

How “Sales-speak” Limits Us

Partners in Excellence

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth. We prospect, qualify, discover, propose, close, handle objections, etc. Every profession has it’s own language.

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.

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?”

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.

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 ways to use your CRM to power your sales and marketing feedback loop

Base CRM

Marketing should ask sales the following questions: What are common objections that prospective customers have? Which sales touch points receive the most objections? What material would be the most helpful in overcoming these objections? Marketing should be open to receiving feedback, and sales should be constructive with suggestions. Now you need to know: what objections did sales receive from customers during each step of the sales process?

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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.

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.

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.

The Secret to Building Strong Sales Teams

Sales Hacker

Clarity on rules of engagement, career paths, and on company objectives. You want people who will challenge each other constructively as a way to learn and get better. In sales, you only go as far as your team will take you.

How to Get Rock Star Sales Reps to Train Their Peers


That’s helpful because certain skills — like overcoming sales objections — are hard to teach. Whether we like to admit it or not, watching reality TV competitions can be addictive.

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5 Proven Steps to Sell Smarter

Sales Benchmark Index

Every day and week should lead you toward your lifetime objective. Implementing a well-constructed plan will get you there. Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). At 8 hours per day, that’s 1,856 hours per year you can somehow monetize.

The Modern Manager’s Guide to a Productive Coaching Session


This not only provides managers with a structured approach, it provides objective and subjective criteria to provide sales coaching feedback to individual contributors. We’ve said it before and we’ll say it again, coaching is crucial to success in sales.

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.

The Best Way to Sell Is With a Story

Sales and Marketing Management

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. “It’s Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others. Author: Tony Agresta Most salespeople could teach a course in rejection.

Most Recent Motivation Data Revealed

Braveheart Sales

But the most recent data revealed by Objective Management group on 493,000 salespeople tells a different story. This data is taken from 45,000 sales managers, also provided by Objective Management Group. Constructing a Sales Compensation Plan That Works.

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The Six Secrets to Superior Sales Kickoffs

Sales and Marketing Management

A well-constructed theme should serve as the SKO’s center of gravity, and should support the overarching objective of the meeting (e.g., Extend the meeting into sellers’ everyday lives by setting individual goals that tie to the theme and the business objectives. Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching.

What Sales Attitudes Do You Seek When Hiring?

Increase Sales

Another critical missing element is statistical reliability and validity.There are very few hiring assessments that are constructed from an objective, deductive perspective. Most of those other sales hiring assessments are constructed from a subjective, inductive perspective.

Warning: Your Lack of Data Insight is Killing Your Career

Sales Benchmark Index

He constructs dashboards with elegant user-interfaces. Your prime objective is to find the nuggets and drive the right actions. Your credibility, value and career in Sales Ops hinges on your use of data. The fatal mistake so often made is placing emphasis on the data by itself.

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