A Reminder to Isolate the Objection

Want to make dealing with objections easier?

Then remember to always use the powerful technique of isolating the objection instead of answering it…

I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them.

It’s a lot of work.

Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection?

Example: Your prospect says that it costs too much.

You then say that you can drop the price. (A bad answer in and of itself, but not the subject of this blog post.)

Your prospect then says that they have to talk to their boss…

You see how this goes.

If you want to stop working so hard, and if you want to know what the real objection is, then isolate the objection instead of trying to overcome it!

Here’s how:

Prospect says, “It costs too much.”

You reply with, “I understand. Let me ask you this: If the price was more in alignment with what you wanted to pay, is this something you would take advantage of?”

Simple.

Your prospect then either says “yes,” and now you can negotiate price, or, they say, “well, I have to talk to…” and you now know that price isn’t the objection at all.

Another example of isolating the price objection:

Prospect says, “It costs too much.”

You reply with, “In addition to cost, what else is making you hesitate today?”

You get the idea.

The bottom line here is that you want to know what else is stopping your prospect from moving forward. 

And you want to do this before you go charging off and chasing their “smokescreen” objection.

One last thing: You may have heard of this technique before, but when was the last time you used it?

If your answer is “not recently,” then pull yourself together, and start using this each and every time you get an objection.

You’ll be amazed at how much more successful you are at closing sales.

And how much easier it is as well.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

New Email Messaging for Covid-19

One of the ways you stay ahead of your competition is to stop sounding like them.

I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way:

“I hope you and your family are staying safe…”

This was an appropriate sentiment three months ago, when we were all hunkering down and sheltering in place, but times have changed—and you need to change with them.

What’s happening now? People are going out, companies are opening, and economies are trying to come to life. Your email greeting needs to reflect that urgency…

Here are several new email openings you should begin using now:

Email #1:

Subject Line: {first name}, getting back to business

Dear {first name},

If you’re like most of our clients, you are finally getting back to work—and that’s a good thing!

What’s important now is to get a jump on your competition and position yourself to emerge from the quarantine better than you went into it.

And that’s where we can help you…

[Now give a one or two sentence pitch on how you can help and request a meeting.]

 Email #2:

Subject Line: {first name}, emerge from quarantine stronger

Dear {first name},

Now that the world is slowly getting back to work, it’s time to turn your attention around to how you can capitalize on the new market conditions.

And we can help!

Right now, we are offering {briefly state your value prop}, and we’re making it easier than ever to take advantage of that.

The timing has never been better to get a jump on your competition. Let’s schedule…

One additional tip for your emails: Customize the above templates to your industry. Ask yourself:

  • What are the companies in your space most wanting to do right now?
  • What’s important to them?
  • What keywords are going to get their interest?

Work these things into your emails so they speak directly to your target audience.

As I said in the beginning: If you want to stay ahead of your competition, then you’ve got to do things before they do.

Use the new approach above, and separate yourself from the pack…


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated