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How to Handle Objection Handling #357

In this episode Doug Brown and I  object  to objection handling. Dealing with objections is a crucial step to winning any deal, but far to many sellers fumble the situation and generate fear, as opposed to trust.  So what’s the right way to approach prospects when they raise an issue? Doug’s new book lays out 15 areas for selling improvement. This is his book: Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections

Handling Objection Handling with Grace and Ease

Doug’s years of selling experience brought realization that scripted objection handling doesn’t address the underlying Buyer fear. In fact objection handling scripts can drive further buyers away and into a deeper state of  fear. Too often seller think that sales is  a debate, It’s not!

Instead of taking a competitive and adversarial approach on your deals, instead focus on a Win-Win mindset. Doug share his 5 step process: 

Steps For Overcoming Objection Handling

1. 1. Take a breath
   2. Get curious not confrontational
   3. Think before you open your mouth
   4. Ask questions of curiosity that are open ended
   5. Ask the questions no one ever asks  e.g. we grew by 20%,“That’s really a respectful… The question I have do you think it should have been 34%? DO you think there could have been an opportunity?  What do you think that would look in your mind?  

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Past Episodes on Objection Handling

Here are past episodes that address closing and objection handling.

• • The Art Of The One Call Close with Freddy Freundlich #349
  • Slow Down To Speed Up Sales with Amy Dordek #344
  • Build a Sales Estimating Process That Works with Marcel Petitpas #336
  • Raise Your Standards for 7 Figure Sales with Mark Evans #306
  • Sassy Selling for SaaS Sellers with Bill Wilson #283
  • Win Deals At Your Price with Sales Differentiation with Lee Salz #236
  • Valve Stem Sales Strategy with Corey Philip #229
  • Never Lose The Deal with Ganesh Tayi #218
  • Never Be Closing – Key To Better Sales with Tim Hurson #197
  • The Perfect Close with James Muir #132

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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