"Objections are Opportunities in Disguise: Embrace, Engage, and Elevate Your Sales Game!"

Yes! Yes! Yes! Objections ARE Opportunities!


Some sales professionals view objections as a frustrating, they get stumped by how to respond, and they can often lose the opportunity to move the conversation forward, or lose the sale altogether.

Here's how to reframe. Let's call it situational awareness. It's as simple as ...

👍Accruing background information = Thoroughly research your prospect's company and, to a certain extent, the prospect themself. What challenges is the company currently facing? What issues do the prospect's industry peers consistently run into? If you've already worked with similar organizations, try to recall the objections they raised.

👏 Leading with empathy = Objections are a natural part of sales, and in many situations, they reflect reasonable concerns. That's why you need to avoid getting obviously frustrated and impatient with your prospects when they push back a bit.

👌 Asking thoughtful and open-ended questions = You need to get to the root of your prospect's pain points if you're going to understand and effectively handle the objections they raise.

When you have situational awareness, there's no default or magic objection handling formula that fits all of your prospect's concerns. You need to have a solid feel for where you are in your sales process, the nature of the deal you're pursuing, and your prospect's needs and interests.

Understanding the circumstances that are shaping a prospect's objections is key to addressing them effectively. That's why you need to maintain situational awareness as your conversations with each prospect move forward.

If you struggle with asking creative and open-ended questions that land in sales conversations, DM me. This is my wheelhouse.