One of the more difficult objections to respond to is the “I can’t afford your product” sales objection. While it is indeed a difficult objection, there are a couple of different ways to respond, and we will outline those here. Deflect to the value you offer Whenever a sales prospect starts giving an objection [...]
Another way to disarm gatekeepers is to name drop other people you have spoken to in the organization so that you don’t look like an outsider who is calling to try to work your way in. The way to do that is to say something like this: I spoke with Tom Jones in accounting, and [...]
Many of the gatekeepers you will face are executive assistants, and they usually work for the leaders (executives) of a specific department of the company. For example, the CFO will likely have an executive assistant who will help him or her personally with all sorts of tasks. However, this executive assistant will usually also support [...]
If it does not look like the gatekeeper is going to let you through, try getting around the gatekeeper by treating the gatekeeper like the target prospect. There are two different ways to do this. First, if the gatekeeper does not understand who you are, who you should talk to, or why the target prospect [...]
You can respond to this sales objection by deflecting with your pain questions, pain points, or current environment questions. Option 1: Pain Questions I understand. Do you mind if I ask real quick: Pain Question 1 Pain Question 2 Pain Question 3 Option 2: Current Environment Questions I understand. Who are you currently using today? [...]
You have three main ways for how to respond to sales objections: 1) comply, 2) overcome, or 3) deflect. OPTION 1: COMPLY WITH THE OBJECTION To comply with an objection is to accept it, and here is an example: Prospect: I am not interested. Salesperson: OK, I understand. Have a nice day. There are [...]
"What is this in regards to" is the most popular objection for gatekeepers and prospects because it is very effective at identifying if the person calling is a salesperson who is trying to sell something. Since you are a salesperson who is trying to sell something, if you comply with this objection, you might say [...]
Here are some tips and tactics that can improve the interactions you have with gatekeepers. Understand the Gatekeeper One of the reasons that gatekeepers can sometimes be difficult and unpleasant is that they are sometimes instructed to keep salespeople out. Gatekeepers are often trained on how to identify when calls are from salespeople who are [...]
In this sales training webinar, we not only provide tips and a methodology for how to deal with and get around sales objections. Here is a quick summary of what we discussed. Understand the Prospect In order to improve your ability to get around sales objections, you can first start by trying to understand [...]
In this sales training video, we talk about how to get around gatekeepers that you are sure to face when cold calling. Understand the Gatekeeper In order to improve your ability to get around the gatekeeper, start by trying to understand the gatekeeper. When the gatekeeper is doing everything they can to prevent you [...]