When faced with objections, uncover more information by asking the prospect to share details about their current situation or specific objection.
Instead of pushing for a sale, emphasize the value of the meeting itself to build trust and demonstrate genuine interest in helping the prospect.
Respond to objections asking for more information with personalized videos or emails that highlight key points discussed, showing understanding and providing valuable information.
Deep dives
Agreeing with objections and incentivizing them to share more
When faced with objections, it is important to agree with the objection and show understanding. One approach is to ask the prospect to share more details about their current situation or the specific objection. This helps uncover more information and potentially identify underlying pain points that can be addressed.
Selling the meeting, not the product
Instead of trying to push for a sale, focus on selling the value of the meeting itself. Emphasize that the meeting can provide insights, strategies, or actionable tips even if they don't end up buying. This approach helps build trust and demonstrates that the salesperson is genuinely interested in helping the prospect.
Handling objections through videos or personalized emails
To handle objections like 'Can you send me more information?' or 'Can you send me an email?', consider responding with a personalized video or email. In the video or email, acknowledge the objection, apologize if necessary, and highlight the key points discussed during the call. This approach shows that you listened and understood the prospect's concerns while providing valuable information.
Utilizing humor and lightheartedness
In objection handling, injecting humor or lightheartedness can help ease tension and build rapport. By being disarmingly blunt or making self-deprecating jokes, the salesperson can establish a more relaxed and genuine connection with the prospect.
Creating a vibrant and collaborative sales environment
To enhance sales performance, consider building a virtual sales floor or space where salespeople can connect, collaborate, and share experiences. This creates a more dynamic and lively atmosphere that mimics the energy of an in-person sales environment, fostering creativity, motivation, and knowledge sharing.
