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How to Tell Genuine Sales Objections from Insidious Put-Offs

sales objections put-offs fingerprints

Here’s a question about sales objections I encountered a lot when we did lead generation work:

I keep running into objections before I even have a chance to introduce myself. What is the best way to overcome “I’m too busy,” “I do not have time” or “Call back in two months?”

One of the challenges we face with sales objections is knowing when we have a bona fide objection as opposed to the prospect simply trying to get rid of us. 

The One Prospecting Idea You Need to Know as a Coach

spiderweb creating a network for prospecting in a company

Salespeople pursuing a single point of contact when prospecting is like an engineer designing a system with a single point of failure. One mishap and your whole project crashes!

When Prospecting, Don’t Create a Single Point of Failure

My director of technology once told me about an experience he had in the early creation days of our call center. He said he had called into a local manufacturing company and was hooked up with the director of sales. He had done everything right, moving the relationship towards selling a set of training programs for the company’s sales team.

6 Powerful Ideas That Will Make You a Master of Cold Calling

become the master of cold calling

When making cold calls and opening sales calls on the phone, you need guideposts, touch points of some kind to help guide your interaction.  Now, some sales trainers would say you need a script when cold calling. However, I think a cold calling script is too rigid. A sales rep must be flexible and address people where they find them mentally and attitudinally, not where the script says your prospect should be.

7 Cold Calling No-No’s You Need to Stop Doing Immediately

cold calling tips and mistakes

This post on cold calling was originally published on Dec 19, 2016  and updated with current material on June 19, 2019.

I was reading a blog post put out by another sales trainer titled “7 Ways to Make Cold Calling Easier”. It got me wondering, where do these tips come from? Were these ideas formulated by this trainer or were his insights rehashed from basic advice you can find anywhere? Was his advice based on empirical data, or was it based on opinions from his experiences in sales? And at that moment, I had an epiphany. This wasn’t the first time I came across a basic ‘tips to cold calling’ post. And it wasn’t the first time I was turned off by an article like this.

3 Quick and Easy Steps to Achieving Sales Success

keys sales success tyson group

Sales Wisdom I’ve Discovered in my Career

Throughout my time in sales, I’ve researched numerous complex theories, process descriptions, tactics, and strategies. In addition to these, I have also come across a number of quips from sales gurus who try to encapsulate sales success in a simple phrase that can be easily understood, even by a 5th grader.

For example, Zig Ziglar was famous for saying, “Either you’re green and growing or you’re ripe and rotten.”

Why ‘Maybe’ Is The Worst Sales Response You Can Get

why maybe is the worst response you can get in salesThis post on sales responses was originally published on Oct 21, 2016  and updated on May 15, 2019.

When we get our prospects to clarify their objections, we want to get them to specifically identify the problem or challenges they are finding with our solution.

Remember, our overall goal is to get the prospect to say something. You’ve got to get them to say either yes, no, or maybe.

And for the record, maybes suck. …

Overlooked Secrets to Resolving Sales Objections

resolving sales objections using cushions

In the last post, we reviewed three steps to resolving sales objections and in doing so, we brought the sales process closer to achieving a commitment. Those 3 steps were:

  1. Remind them of their need.
  2. Remind them that your offering addresses their need.
  3. Create a colorful description of them experiencing the benefits provided by your offering.

Now, here’s the kicker when resolving sales  objections: The more specific the objection you’re facing, the better chance you have of resolving it!

3 Steps to Resolving Objections and Winning the High Ground

resolving objections and negotiations in the sales process

Here’s a tip I’ve learned in my travels through the sales landscape – words matter! The words you use help frame the situation. And how you frame the situation will either expand or limit your options in resolving objections and mastering negotiations.

Consider the negotiation process. There’s plenty of phraseology out there that highlights “battling” an objection. Now, if I’m trying to do business with you, I don’t know if we are necessarily going to do battle. I think the wiser choice is to first find out where we both agree. …

Unleash the Potential of Your Sales Team 

Help your salespeople lead masterful sales conversations, build their pipelines, resolve rebuttals, increase win rates, negotiate the best agreements, and drive growth for strategic accounts with Tyson Group sales training and performance systems.