Scale Your SaaS 152: Successfully Handling Sales Objections – with Johnathan Bald
EPISODE SUMMARY
Johnathan discusses the art of handling sales objections successfully with Matt Wolach, the host of SaaS-Story in the Making Podcast. Johnathan elaborates on an established framework that founders, team leaders, and salespersons in the SaaS world could adopt to effectively exploit sales objections for the greater good.
Whilst discussing the complexities of switching a legacy company to SaaS, Johnathan, a Regional Vice President at RSA, also discusses the reasons a change from legacy solutions to SaaS is important in today’s software world.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Successfully Handling Sales Objections
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Johnathan Bald, a Regional Vice President at RSA, a cybersecurity SaaS company.
TOP TIPS FROM THIS EPISODE
- Fill the New Bottle with New Wine
- View Objections Positively
- Listen, Validate, and Reframe
- Reach a Collective Conclusion
EPISODE HIGHLIGHTS
- Get Mentored
- "Lean Toward the Customers’ Inclination
- Objections are Genuine Concerns
TOP QUOTES
Johnathan:
[04:18] “You can have multiple mentors for multiple facets of your life.”
[10:13] “The main function that drives change is customer desire.”
[14:04] “With change comes questions and objections.”
[14:29] “The artful way of handling objections determines how successful market re-education and product uptake would be.”
LEARN MORE
To learn more about Johnathan Bald and RSA, visit: https://www.rsa.com/
You can also find Johnathan Bald on LinkedIn at https://www.linkedin.com/in/johnathanbald/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
Get even more tips by following Matt elsewhere: