How Much are Objections Costing Your Sales Organization?
leadershipteam
Thu, 05/02/2019 – 09:52
Meet Eddie. He is the sales elephant in the room. He represents the unspoken objections, the ones salespeople dread bringing up or avoid all together for fear that such a discussion will kill the deal.
As a result of this false belief, most salespeople miss the real meeting, the one that occurs after the sales meeting. This is the meeting where the prospects convene and discuss the real concerns about purchasing your products and services.
“I like their offerings, but they are a big company. Are we just going to be another number?”
“You know, we might be able to do this ourselves.”
“I’m not sure if we will get the ROI from this investment.”
The salesperson follows up only to hear, “We’ve decided to go another direction.” The salesperson lost this opportunity not because the prospect didn’t need his product or services,
