Getting Constant Late Unforeseen Objections Is Not Serious Behaviour!

𝘞𝘩𝘺 - 𝘐𝘵'𝘴 𝘗𝘳𝘦𝘷𝘦𝘯𝘵𝘢𝘣𝘭𝘦 𝘈𝘯𝘥 𝘋𝘰𝘦𝘴𝘯'𝘵 𝘚𝘦𝘳𝘷𝘦 𝘠𝘰𝘶 𝘕𝘰𝘳 𝘛𝘩𝘦 𝘗𝘳𝘰𝘴𝘱𝘦𝘤𝘵...

Yes objections come up on sales calls...

Objections typically meaning - the way we see them as sales pros - reasons given by the prospect as to why they shouldn't or couldn't move forward or take a decision today (even if they liked our offer).

This will always be in play.

Often they will be real and legitimate as there are many reasons why a prospect really couldn't or shouldn't (or simply don't want to) make a decision today / move forward today / move forward with you in general or right now.

Often they will not be real and legitimate too.

Sometimes we create them as salespeople with our behaviour, questions and vibes...

Regardless, they can be moveable sometimes and other times will not be moveable no matter what / no matter how good you are.

What is unacceptable - in my view - is if you are more than half decent, serious and experienced as a sales pro is to continually allow the first time you discuss / hear of said objection to be at the end of the call (and initiated by them the prospect).

At the end of the call typically being around the time you price present them and try to close them.

And then you hear - for the very first time on this 45 minute call (and it's now minute 38) - that:

- they didn't think or know today was about making a decision thus don't want to make one today

- they are considering 5 other options too and wish to review those first

- there is a wife / husband / other 3rd party who needs to be consulted

- they are broke with no access to funds

- they are months away from being ready to start

etc etc

Yet many seasoned sales pros still engineer their selling experience so this happens on the majority of their calls.

They hope it doesn't come up but it does...

And it happens almost always at the same point mentioned earlier - deep into the call (the final quarter of it after you've already given them your time, energy, effort and lots of info) and usually when the conversation gets real (price is mentioned and you ask for a decision)...

Now you have to play "defense" to "save" this call at the last minute by convincing them that they should change...

You shouldn't be here yet you are...

I once sold this way as it was all I knew.

God knows how many hours I wasted - for me and for them - and how much frustration I accumulated....

It's not serious behaviour if you're still acting this way and consider yourself a capable sales pro.

I now sell (and teach my students) a way where we know in the first 5 minutes of the call where they're at / they're buying criteria / what they're open too etc.

From this we can determine - in the the first 5 minutes remember - if they could / would / should buy today if it all lines up.

If it does then the rest of the call is about "does this line up?" and if it does then they nearly always ask to buy...

If it doesn't then we have an "objection" conversation (a conversation, not a "battle") at minute 5 of the call over minute 45....

Results:

- more sales

- less time wasted

- better feelings all around

I'd never go back to the old way (and nor would my students who now sell this way too)!

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