Objections…

S Y M P T O M S O F A B R O K E N P R O C E S S

WHO AM I? •  Sales Leader and Enterprise Sales Rep

at CareerBuilder.com for nearly 4 years

•  Number 1 manager in the mid-markets division for two years

•  VP of Sales at glassdoor.com

•  Raised over 96 million dollars

•  Took the company from 0-40 person sales team in 16 months

•  CEO of Skaled and Founder of Startup Sales School - Worked with over 17 mid-staged startups over the last 16 months

•  Companies have raised over 50 million dollars in funding and generated millions of dollars in new revenue

WHY DO PEOPLE BUY?

They have a need/strong desire, want it solved, and feel comfortable with next steps.

WHAT IS OUR JOB IN SALES?

Create needs and eliminate barriers

WHY DO OBJECTIONS HAPPEN?

•  It’s standard - I can’t just agree with you can I ???

•  Your pitch is too tailored to overwhelming and not education

•  Not enough time spent addressing implementation

•  Lack of knowledge of the buying process

CAN I REALLY OVERCOME OBJECTIONS?

•  Not if you won’t get uncomfortable!!! You lose deals because of lack of confidence and don’t know it!

W H A T C A U S E S T H E S E O B J E C T I O N S

•  Lack of knowledge of buying process

•  No Need or Not a priority

•  No budget or authority

•  Switching cost is or is perceived to be too high

•  Too Similar to what they are currently doing

•  Cost / Time to act is more than the investment is worth

Let’s Discuss how to handle….

•  Budget concerns

•  Not ready to move forward

•  No Authority

•  FACT: They do have budget….they just don’t want to give it to you or can’t commit what you asked

•  Best time to do a trial to show out value - “Let’s do something small over the next 3-6 months to prove out value so when we are looking at a bigger spend when budget opens up…we have the use case” If you are really interested then this should make sense

•  Sign the agreement with a start date of when the budget frees up

A L R E A D Y A L L O C A T E D O R N E E D T O H O L D O F F U N T I L B U D G E T S E A S O N

•  If the price was different, would you be able to pull the trigger or could xyz pull the trigger

•  Give to get? If we lower the price to X and show the value of Y, then will you agree to a press release / logo/ Referral

NEGOTIATING PRICE/BUDGET - 201

WE JUST AREN’T READY TO MOVE FORWARD…

•  Reiterate the issues and ask if they are no longer a priority.

•  We need to re-create the need or make them say it is not a priority….

WHAT ABOUT WHAT THEY DON’T TELL YOU… WHEN THEY GO S ILENT

•  Barrier were too high to implement

•  Switching costs were too high

•  ROI was not present

•  Someone you never met…said no!!

H O W T O F I X T H E F U T U R E

•  How to fix decision makers non-involvement•  Address early in the discovery•  Act as if it is the typical part of the process

when ending meeting two•  Make it a requirement to walk through the

final details

•  How to fix the barriers potential issue•  Address in the proposal•  Discuss and understand their process in the

discovery

H O W T O F I X T H E F U T U R ESalesforce:

•  Sales Qualified Lead – SQL’so Pain expressed o Decision Makero Champions & Coacheso Pain can be solved with solution

•  SQL to Opportunityo Timing o Budget is confirmedo ROI is agreed upon by customero Proposal/negotiateo CLOSE!!!