Overcoming Objections

Sales professionals are no strangers to objections. They know very well that these are a natural part of the sales process. However, handling them effectively is what separates the top producers from everyone else. The ability to handle objections can mean the difference between a closed deal and a missed opportunity. What are some of the best practices that sales reps can use to overcome objections and stay in control of the sale?

In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about how to overcome objections. They will discuss in detail what objections are, why people object, and what the best practices are for handling objections.

Enjoy!

In This Episode

01:56 - What makes a salesperson prouder than closing a deal

03:20 -  When does selling begin?

06:36 - How to overcome brush offs

08:36 - Why people object

10:39 - The AAA methodology to handling objections

• 11:11 - Acknowledge the concern
• 16:08 - Address it an answer statement, statistics, or story
• 20:41 - Ask, progress the sale and move to the next point

26:38 - What gray language is and how it relates to objections

30:45 - Rusty's sales prescription for the day

Favorite Quotes

02:40 - "Not all salespeople are just about the pride of closing a deal, but it's more the pride of taking someone that doesn't understand that there's a better way to do what they're doing and showing them how to do it in a way that they feel super excited about when you leave." - Ron Halbert

06:08 - "When you hear an objection, your goal as a salesperson is to take it, digest it, and then respond to it in a way that helps you progress forward in the sales process." - Rusty Jensen

22:18 - "Just remember what objections really are. They are little roadblocks and concerns that show that a customer is engaged, that a prospect wants to talk this through, and they're bringing up issues that need to get passed. And as a salesperson, you need to draw them out." - Rusty Jensen

30:55 - "When you hear a concern, stay calm, slow down, be very concise, and talk a little less. You should be able to actually address any specific concern within about 10 to 20 seconds. So, acknowledge it, validate it, slow down, minimize the language, then start to address it." - Rusty Jensen

31:40 - "Objections are good. People need to go through all of those concerns. They need to surface their issues and they need to be addressed." - Rusty Jensen

Connect with our Hosts

Rusty Jensen on LinkedIn

Ron Halbert on LinkedIn

The Sales Prescription on LinkedIn

Listen to more episodes of the Sales Prescription Podcast

Spotify

iTunes

Google Podcast