From the course: B2B Sales Foundations

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Anticipating, responding to, and following up on objections

Anticipating, responding to, and following up on objections

From the course: B2B Sales Foundations

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Anticipating, responding to, and following up on objections

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- One of the trickiest challenges in B2B selling is handling objections. How do you respond to concerns and ease the fears of a prospect so that they are able and eager to close the deal with you, especially when some of those objections might come from other parts of the prospect's organization? It's easy to freeze up when a prospect brings up a problem with your product, service, or proposal. It can feel like they're not interested. Objections are a part of nearly every sales process, so don't panic. Objections are actually a gift for you. They give you an opportunity to uncover additional requirements that the prospect has and to build a more powerful and valuable proposal. Customers may object for many reasons. They may not understand the value you provide. Saying something like, "We already have a CRM solution, "so you probably don't have anything for us," or, "We can't use SAS software "because there are security…

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