Your prospect has rejected the deal, and now you’re unsure whether to try another sales tactic to change their mind or simply move on. This final episode of the Back to Basics series will guide you in overcoming sales objections and keeping your pipeline moving forward.

Slow Down

• It’s natural to do everything in your power to get a prospect to say yes. This can often lead to rushing the sales process in hopes of securing that long-awaited agreement.
• Instead of speeding up, take a moment to pause and breathe deeply. Begin addressing the objections raised by your prospect calmly and methodically.
• Taking the time to regroup prevents panic and helps you avoid costly mistakes.

Express Appreciation

• Your prospect may have valid reasons for hesitating or declining to move forward in the sales process. Acknowledge this by expressing understanding and gratitude for their time.
• Next, use a softener to gain permission to dive deeper into their concerns. I explain how to do this in the episode, which will help you uncover the root cause of their objection.
• Don’t forget to use the “5 Whys” technique to get to the heart of the issue.

Schedule the Next Meeting

• Once you’ve identified their real concern and explained how you can help solve the problem, schedule your next meeting. 
• Also, consider creating a clear plan outlining the next steps, so the prospect knows what to expect moving forward.

“To overcome objections, it comes down to having conversations, being human, and expressing your feelings. Once you’re vulnerable, the prospect will feel more comfortable sharing their problems.” – Donald Kelly.

Resources

The Sales Evangelist Sales Planner

Cold Call Openers

The Sales Evangelizers Facebook Group

Sales Mastermind Group

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.