Overcoming Objections
Train, teach, and tutor your team to overcome the inevitable objections in sales.
I once had a sales leader tell me “The selling starts when the prospect says no”. That just may have been the best thing my leader ever taught me!
In sales, the objections are either numerous or inevitable and most likely both.
In this week’s edition of Stretch Weekly -
Will Barron talks with Jason Bay on how to break “The Objection Loop” and use empathy to overcome objections.
Daniel Blaser with Chorus.ai shows us the data behind how top reps handle objections, the top 6 skills needed, and 8 of the most common objections in sales (and how to overcome them).
Plus a board-room full of objections to helping train, teach, and tutor your team in overcoming inevitable objections.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Empathy Based Objection Handling
I’m a regular subscriber to Will Barron’s Selling Made Simple podcast and over the years have also appreciated Jason Bay’s insight on prospecting so this episode was a good find.
Hear Jason’s take on handling objections and how to avoid “The Objection Loop”, wherein two conversing parties engage in never-ending “logical” discussion about their issues and concerns.
He shares that to end this objection loop, you employ empathy. Empathy breaks that loop and disarms the other person.
“When we look at that loop, we can break that with empathy. That’s the first part. That’s the first step that we need to do. It’s like, ‘I need to acknowledge what I think he is saying or where he’s coming from or what he might be feeling.’” – Jason Bay
Everything You Need to Know on Handling Objections
Daniel Blaser with Chorus.ai shows us the data behind how top reps handle objections, the top 6 skills needed, and 8 of the most common objections in sales (and how to overcome them).
What did he find? Top reps are 50% faster in response time, didn’t change their speech rate, and spent an average of 32 seconds responding to the objection before asking a follow-up question.
Top 6 skills to overcome objections per Chorus:
Show Gratitude
Express Empathy
Investigate
Confirm Understanding
Show Value
Provide Proof
STRETCH SNIPPETS
😎"Just be blunt", says Belal Betrawy as an objection handling tip. When someone says they are happy with their current provider, just ask them "Happy like married or it's getting the job done good enough?"
🤔 Neal Patel talks with Sam Jacobs on the Sales Hacker podcast and says: "If you’re overcoming objections, you’ve already lost the deal". Thoughts? I personally think that's when selling actually starts.
😀 Jeb Blount says to agree with prospects when they tell you they are happy with their current provider, and pivot to: “if you are getting great service, and great pricing you should never leave. Let me come by with competitive pricing to keep them honest.”
🙋♂️BUNT? Will Barron says all objections fall under one of these 4 categories. Lack of: budget, urgency, need, trust. And by asking questions after these objections can often help overcome them.
🤩 Acknowledge, Clarify, Verify, Explain and Confirm. Kaulana Shum shares his baseline process to handling objections, what steps the A players never miss, and what the B and C players often overlook.
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
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