Uncovering the Root Cause with the Five Whys

There comes a time in every seller’s career when a prospect raises an objection. Don’t see it as a negative. Think of it as a pause in the sales cycle. In this episode, I share two ways to turn that “not right now” objection into a yes.

Understanding Objections in Prospecting (00:01:49 – 00:04:07)

·  When prospecting, objections like “not interested” or “send me more information” are common. 

·  Stay calm and confident rather than panicking or rushing to offer discounts. Always search for the root reason behind the objection.

The Art of Questioning (00:04:07 – 00:07:41)

·  For objections that arise later in the sales cycle, try a probing and empathetic approach.

·  My go-to methods include asking for permission to inquire further, repeating the objection for clarity, and using the “five whys” technique to uncover the true underlying issue. This often reveals surprising factors, such as long-standing relationships with other vendors.

Moving Toward Solutions (00:07:41 – 00:13:56)

·  Once you’ve identified the real objection, use creative solutions, like offering trials or beta tests, to address concerns without “breaking up a good marriage.” 

·  Be sure to provide options and customize your response based on the prospect’s situation.

Key Steps to Master Objections (00:13:56 – 00:15:29)

·  To master objections, try these steps:

o  Acknowledge and appreciate the objection.

o  Ask thoughtful, probing questions.

o  Offer practical and relevant options.

o  Collaborate on possible solutions and establish next steps.

“The way I view an objection is not necessarily a no. An objection is a reason that the prospect has that is preventing them from moving forward through the sales process.” - Donald Kelly. 

Resources

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.  And don’t forget to connect with me on LinkedIn!

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.