"My team need to be better at handling objections. Can you help?"
This was a question I was hit with in a recent sales training meeting.
The above attitude is why most cold calls fall flat.
Your job isn't to "handle" objections.
It is to minimise them coming up whatsoever.
The Fight or Flight Response
Most objections are a reflex action. The prospect is in fight or flight mode.
It happens because you make them feel uncomfortable.
If you are getting hit with the same objections it is because of how you, the salesperson, are acting.
It is not them. It is you.
In our SDR Sales Training, we teach that objections are usually a symptom of a bad start to the call.
The Root Cause of Objections
It is likely you are:
1. Introducing yourself like every other salesperson.
You sound like a telemarketer from 1999.
2. Talking at a million miles an hour.
You are nervous and it shows.
3. Talking at your prospect rather than engaging.
You are broadcasting instead of conversing.
4. Talking about features and benefits.
This is boring. They do not care about your product. They care about their problems.
5. Talking about yourself and your wonderful offering.
This is the vanity metrics trap we discuss in Stop Chasing Vanity Metrics.
6. Asking questions that only ever hit logic.
You fail to unlock the emotional driver.
7. You don't sound like you belong.
You lack the confidence of a peer.
Stop Looking for Hacks
Stop looking at cheap hacks to "handle objections."
Start learning how to open up real business conversations.
If you fix the opening the objections disappear.
This is the focus of our Account Executive Training. We teach reps to command the conversation from the first second so they never have to fight for attention later.
If you are tired of battling objections stop creating them.