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Stop overcoming objections, understand them. When you overcome objections, you’re subconsciously saying, “I’m right, and you’re wrong.” Egos don’t like that very much. Shameless plug – Check out my sales objection flashcards. Don’t burn the popcorn. Burning the popcorn is when you give too much information or feature dump. Talk ...
What’s the way out? View objections as opportunities to discover truth rather than something you need to overcome. Like this? Defuse (Options): “That’s not a problem.”. “That’s okay.”. “We can be perceived as being expensive.”. Discover more truth: “Price aside do you have any other concerns?”.
Step 1: Detach from the outcome. Let go of assumptions. When your intent is to talk everyone into a meeting, you behave in ways they feel pushy. Same intent. Same behavior. Same results. Step 2: Seek to understand, not to overcome. Objections carry one of two meanings: They’re true. You caught the prospect at a bad time. They’re not true.
Nov 29, 2022 · Imagine this scenario. You walk into a department store. A sales associate says, "Can I help you?" What do you say?If you're like most people, you say, "No t...
- 55 min
- 4.1K
- GTMnow
Aug 15, 2022 · Josh Braun: Because not all objections are a brush off, sometimes they’re true. So the superpower that we’re going to walk through today is how do we get to the truth rather than thinking of objections as things to understand. So I’ll give you an example of one, your price is too high.
Aug 30, 2022 · New Car Sales. Headlines. How to provide a top-notch customer experience when handling sales objections — Josh Braun. By. CBT News. - August 30, 2022. Are you struggling with price-based objections from your customers? Today on Inside Automotive, we learn more about how to lower consumer resistance from an expert in the field.
Jul 23, 2020 · "We don't have budget this quarter", "we’re already working with someone", "can you just send me a proposal?", and (when your prospect is trying to be polite...
- 61 min
- 3.9K
- GTMnow
