You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording.
- “Help me understand how to handle customer sales objections…”
- “My team needs to learn how to handle objections…”
- “We get lots of sales objections in our demos and need to manage them better…”
Many sales and presales training programs discuss ways to overcome objections, and managers frequently request skills training for their teams. There are numerous books, blog posts and articles on the subject, including the use of some rather intriguing acronyms (e.g., ARC, LAER, FFF, LAARC, and ECIRR).
But, why do prospects raise objections? Is it possible that vendors are working to address the wrong problem? Is it possible that objections are a symptom of deeper problems? Perhaps sales objections shouldn’t come up in the first place, in a well-executed sales process!
We explored the following typical objections, their root causes and presented solutions on how to avoid encountering them:
- “Do you have a ‘lite’ version of your software?” or “We don’t need the Cadillac version; we just want the Chevy…”
- “Your product looks too complicated for most of our users – so we only want a couple of licenses for a few experts to use…”
- “We didn’t see what we were looking for in the demo…”
- “You don’t understand our business…”
- “I’m not comfortable with you as a vendor…”
- “While your product does cover about 80% of our requirements, it is missing a few critical capabilities…”
- “Your product looks good, but we feel we can continue to live with the current situation…”
- “Your product is way too expensive for us (but thanks for the education) …”
- “It will take too much effort to retrain, and our employees like the current process…”
- “Can I get a test drive for “x” amount of time? We need to touch/feel before making a decision…”
And let me know if you’d like to receive the slides from the webinar – enjoy!