SBI Growth

AUGUST 25, 2024

While sales objections are frustrating, they can be valuable opportunities to build trust, address concerns, and ultimately win the sale. By understanding the root causes of objections and adopting proactive strategies, sales reps can confidently navigate these challenges, leading to improved outcomes and stronger customer relationships.

Objections 156

Objections Sales Opportunity Strategy 156

SBI Growth

AUGUST 12, 2024

No matter how good you're at selling at some point in the sales process, you'll get some objections. Common objections we all hear include price, quality issues, competitive comparisons, or concerns about terms and conditions of the sale. Good salespeople know how to “overcome” these objections.

Objections 156

Objections Comparison How To Competition 156

The Pipeline

NOVEMBER 19, 2020

Buyers come in many shapes and sizes, with an equal number of objectives, agendas, and motivations. Because they have different objectives and views, you must communicate your value in different terms. It is important to remember that buyers start out achieve stated objectives, not to buy products.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Mr. Inside Sales

APRIL 23, 2021

If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Real objections can include things like: They can get it cheaper somewhere else. Their boss/spouse/purchasing won’t let them buy.

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

Steven Rosen

AUGUST 2, 2021

Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. The Fearless Sales Leader. Facilitating peak performance.

Hiring 424

Hiring Comparison Face-to-face Campaigns 424

Understanding the Sales Force

AUGUST 23, 2022

I'll be at Fenway Park for a game this week and I had some thoughts about how the Red Sox compare to many of the sales teams that get evaluated by Objective Management Group (OMG). I wrote the best-seller, Baseline Selling , so it should come as no surprise that I'm a die-hard Boston Red Sox fan.

Groups 366

Groups Objections Sales Consultative Selling 366

Steven Rosen

FEBRUARY 27, 2022

When business units fail to achieve their objectives, they usually do not have a strategy execution process resulting in poor execution. Are you on track to hit your objectives? Business Unit Scorecard : % to Objective: . Like most business units, you have ended up with a challenging objective for next year.

Strategy 408

Strategy Scale Objections Maximizer 408

The Pipeline

MARCH 18, 2021

Most prospecting techniques do help people open doors by managing objections or presenting concepts differently. But merely deflecting an objection, is like opening a door but not stepping in the room to advance the process. Deflecting an objection is not that hard, a bit of practice, some understanding, and empathy will do.

Face-to-face 329

Face-to-face Objections Follow-up Course 329

Understanding the Sales Force

NOVEMBER 22, 2021

Today is moving day for Objective Management Group. When we first toured our new space, John Pattison , OMG's COO said, "It looks like something the 1980's barfed up!" I'm happy to report that thanks to big-time help from PENTA Marketing CEO Deborah Penta , our new space is bright, cheery, modern, energetic, open and functional!

Groups 358

Groups Objections Report Examples 358

The Pipeline

OCTOBER 4, 2021

Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. This will help you understand objectives and outcomes to focus your questions on, leaving the datapoint for later. For me an opportunity to validate an approach most mismanage, and I normally avoid.

Data 368

Data Objections ACT Lead Rank 368

The Pipeline

AUGUST 5, 2021

With my clients, we focus on Objectives, the definition is as follows: Buyers will see value in those services and/or products that remove barriers, obstacles, or help bridge gaps between where the buyer is now – and – their objectives! The challenge for many sellers is defining Objectives. Productivity.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Blow you off with another objection. Believe it or not, over 90% of sales reps do just that. But top producers are prepared for this common stall/blow off, and they know how to qualify past it. Get Access Today.

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

The Pipeline

SEPTEMBER 15, 2020

In the video below I share how to help patterns in activities to help the prospect ignore their own objection. I always say that time is fixed and the only nonrenewable resource, but with skill and will you can bend it a little. Unless you are selling a pure commodity, this will help you get more prospects now, and buyers later.

Objections 383

Objections Video Resources Buyer 383

Mr. Inside Sales

SEPTEMBER 11, 2020

This response is designed to get them to reveal what possible objections they have.]. And then if we do, we’ll schedule some more time later to go into detail on how the rest works, fair enough?”. Response #3: “In ten minutes, I can show you some things that will help you determine whether or not you’d like to spend more time with me later.

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

The Pipeline

JUNE 22, 2021

And while the premise may work in discussions of love and other subjective endeavors, value is more objective than subjective. Given the objective nature of business, value is not in the eyes of the beholder, it is measured by outcomes. This is opposite to what you see in business, where things can very much be judged objectively.

ROI 272

ROI Objections Vendor Quota 272

Mr. Inside Sales

FEBRUARY 2, 2024

Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. They know the “Price is too high” objection is just another smokescreen. And most do! Listen here!

Face-to-face 224

Face-to-face Gatekeeper How To Licensing 224

The Pipeline

FEBRUARY 22, 2022

To be clear, they have (or should have) clear objectives. Separate from any purchase decision, what are their objectives? Long term business objectives, let’s set aside the “means” discussion and focus on the desired “end.” So as sellers we should never make the assumption that the buyer has an idea.

Objections 351

Objections Forecasting Quota Buyer 351

Mr. Inside Sales

JULY 20, 2021

They’re using the summer to learn better ways of responding to the objections that hurt them in the first part of the year. Overcoming objections easier. Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. Connect with decision makers easier. Give better demos and presentations.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Understanding the Sales Force

APRIL 6, 2020

In today's article I'm going off topic so that I can share how we converted Objective Management Group's (OMG) 4-day Boston International Sales Experts Conference for OMG Partners, to a 3-Day Virtual Event on short notice, as well as the lessons learned so that you might be able to accomplish the same things that we did.

Conference 382

Conference Video Groups Objections 382

Understanding the Sales Force

OCTOBER 26, 2020

Objective Management Group (OMG) celebrated some milestones this year too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us. These are all Milestones.

Sales Process 380

Sales Process Groups Objections Sales 380

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. This is a problem. And that’s because when your mouth is open, your ears are closed. The solution is simple: Cut your pitch in half (or a quarter). Get Access Today.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Steven Rosen

NOVEMBER 7, 2022

The focus shifts back to finishing your year strong, hitting your year-end sales, and managing your expenses as per your objectives. First of all, have your sales and marketing team define and agree on what they each need to do exceptionally well to achieve their sales objectives. Hopefully, all your scars will heal. Here’s the rub.

Strategy 380

Strategy Call-back Objections Forecasting 380

Understanding the Sales Force

AUGUST 5, 2021

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions.

Guidelines 390

Guidelines Closing Call-back Report 390

Understanding the Sales Force

AUGUST 25, 2021

Regular readers know that I'm all about the data and I have written nearly two thousand articles based on data from Objective Management Group's (OMG) assessments of more than two million salespeople. Please understand that the dirty window and sill are not mine - I found the image via a Google search.

Meeting 390

Meeting Google Exact Data 390

Mr. Inside Sales

JULY 30, 2021

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! Happy Selling! ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Steven Rosen

JANUARY 16, 2023

Your success is directly related to achieving or exceeding company revenue objectives. You need to determine how to lead your team to achieve your objectives. You are likely to face the following internal obstacles to growing your business and achieving your objectives: 1. Being timid will not help you achieve your objectives.

Leads 317

Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

Understanding the Sales Force

SEPTEMBER 21, 2020

When a company's customer service sucks, it has the opposite effect, creating objections, resistance, disdain and animosity. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization.

Customer Service 344

Customer Service Training Objections Up-Sell 344

SBI Growth

MARCH 7, 2024

This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

Objections 317

Objections Strategy Examples Meeting 317

The Pipeline

JUNE 29, 2021

By demoing early as a means of discovery, prevents you from aligning your solution with their objectives. You need to think of it as a means of wrapping up a discussion not extending an open end like many do. Not only should you leave your product in the car but staying with the car analogy. Demo Your Change.

Harvest 352

Harvest ACT Buyer Objections 352

Steven Rosen

JANUARY 18, 2021

However, this technology is taking you away from what is critical – delivering on your sales objectives. Saying no to TSAs is fundamental in gaining control of your time and focusing your efforts and energy on RGAs, which is essential in achieving your objectives. Some leaders are thriving in this crisis.

Face-to-face 379

Face-to-face Sports Energy Objections 379