Overcoming objections with insights Sales and Selling |
- Overcoming objections with insights
- Don't negotiate with yourself just because the buyer asked you to
- Massive Marketing Channels Guide (Public Notion Board)
- Should I "bump" the lead even if they decided to choose another web development agency?
- Advise on social selling
- Reading to wind down
- Looking to start in Sales but have no where to begin
- Reps using Challenger: what does getting a first meeting with a prospect look like?
- I want to start inbound closing
- Generating Leads for Highly Specialized Construction Projects.
- Can I get in trouble for soliciting in a "no soliciting neighborhood" with "no soliciting" signs at the entrances?
- I'm exhausted
- Any experience with Outreach?
- What are your biggest hurdles when cold calling?
- Help with high end construction serving sales
- Stumbled upon this gem on Jeb Blount’s YouTube channel
- One customer, two projects how to go about them
- Any advice selling for ADP or other large HCM companies?
- All Set
- Generating Leads for Industrial Construction
- How is everyone doing at b2b sales atm? during this time of the year since covid and that is happening?
- SaaS B2B Resources needed!
- Merchant Cash Advance Agents?
- Finding emails by domain instead of name.
| Overcoming objections with insights Posted: 07 Jul 2020 07:01 AM PDT Objections on a cold call are par for the course when you're trying to build a pipeline of new business. A lot of reps are worried about objections when they get on the call. But that's silly. Objections are the quickest way to get buy-in from a prospect, IF you know how to approach them. Let's face it – you can't prevent sales objections and they aren't going anywhere. Ever since the time people lived in caves and bartered goods, they have been raising objections when being sold to. Objections are nothing to fear. I would say that objections are a good thing. Actually, if you want to really be an effective sales rep then they're a GREAT thing to encounter. Your prospects are going to have objections. Especially on a cold call or cold email – they simply don't know enough about what you're selling and their objections are a way of expressing that uncertainty. That's why you should actively seek out objections. What Sales Objections Can Teach Us Every objection reveals a little about your prospect and critically – what matters most to them. Here's the thing. It's hard to get someone to open up about their business on a cold call. Most people don't feel comfortable sharing which metrics they didn't hit last quarter on a call with a stranger. But people happen to love making excuses in the form of objections. These excuses can be totally valid: "We don't have room in the budget this quarter." "That's not my job." "Your solution is too hard to implement." "We already have a vendor who does that and we don't want to switch." Sound familiar? These are all valid objections and if you've been selling B2B for any length of time then you've likely encountered at least one or even all of them. Each one tells us more about why our solution doesn't solve the prospect's problem. Here's what they're really saying: "We don't have room in the budget this quarter." = "I don't think you will provide ROI or solve an urgent problem" "That's not my job." = "My business might care about this, but you should speak to my boss or a different department." "Your solution is too hard to implement." = "We did our own research and don't understand what you do." "We already have a vendor who does that and we don't want to switch." = "The cost of switching is higher than the marginal value we think your solution provides." In each case, you need to dig a little deeper to really understand what the prospect is trying to say. Some folks might be blunt enough to spell it out for you but most of the time people will be a little vague in an effort to be nice. Overcoming Sales Objections with Insights In each case, you can still overcome the objection. But the trick is to do so by providing a new insight to the prospect. You need to teach them something new and help them shift their mindset towards seeing the value in your solution, which is not readily apparent after only a sentence or two. You need to use their objection against them, by delivering an insight that reconfigures how they think about their original objection. How do you deliver an effective insight? Well, luckily there's a formula you can use. You start with empathy. You need to make it clear that you recognize and understand their objection and where it's coming from. A handy tactic is to reframe their objection as something you've already heard from one of your current customers. So if someone says: "We already have that and don't want to switch." then you should be prepared with a story about a current customer who has switched from a competitor to your solution. Here's an example: "I totally understand that you already have a solution in place. We work with ABC Corp, and when I first reached out to them they also had an existing solution in place. By switching to us, they realized POSITIVE OUTCOME 1 and POSITIVE OUTCOME 2. Can I ask – who are you currently using to solve for those?" There's a few things going on in this response, but let's break down each part of it. "I totally understand that you already have a solution in place" First off, we're empathizing with the prospect and repeating their objection back to them. "We work with ABC Corp, and when I first reached out to them they also had an existing solution in place." Next, we're using social proof by mentioning a company we work with and relating it back to the objection. Your prospect is going to associate their own company with the one you referenced. "By switching to our solution, they realized POSITIVE OUTCOME 1 and POSITIVE OUTCOME 2." Then you're going to give them a view of the promised land by sharing some of the positive outcomes that "ABC Corp" experienced after switching to your solution. Since the prospect has started to associate "ABC Corp" with their own company, they're going to be wondering if those same benefits would happen if THEY also made the switch to your solution. Note: It's important to know that each organization and each person at that organization will respond differently depending on which positive outcomes you share. What catches the interest of an executive is not necessarily going to apply to a manager who's focused on day-to-day execution, and vice-versa. And it won't be the same for two different companies that have differing goals and initiatives. The outcomes that you choose to highlight will play a large role in whether the prospect continues to listen to what you have to say, or checks out. " Can I ask – who are you currently using to solve for those?" And lastly, you end the response with an open-ended question. As a rule of thumb: the earlier in the conversation you are, the easier your open ended question should be. You don't start by asking for sensitive information like revenue numbers or specific strategic plans. Ask them which tools they're using or how much of a priority a specific initiative is, and then drive deeper into the problem your solution solves from there. Putting it All Together You can use this formula to build out responses to the majority of valid objections that you'll hear while making cold calls: Empathize + Connect Current Customer to Prospect Objection + Share Positive Outcomes + Open Ended Question That formula will disarm most valid objections and open up a path towards having a conversation with the prospect. It's effective because it reframes your value and gives the prospect another way to think of you – in most case, prospects will shoehorn you into one box or another right after hearing your pitch. By reframing your value proposition, you're able to get another chance at having an open discussion with them. Or at the very least, asking them a question that moves you toward an open discussion. Once you've gotten them to start talking, you can ask more specific questions to qualify their need for your solution. Remember – not everyone is going to be a good fit for your solution. As a salesperson, your goal is as much about weeding out the bad prospects as it is persuading the good prospects to move to the next step of the sales process. Try it out yourself – before your next cold call, make a list of common objections you've encountered and apply the above formula to create responses that will keep the conversation going [link] [comments]  |
| Don't negotiate with yourself just because the buyer asked you to Posted: 07 Jul 2020 10:00 AM PDT Lost a deal today - the client went with a competitor who is having more money troubles than us due to COVID-19, so the other company offered them 50% off compared to our 20% just to get the revenue on the books, even though it will technically mean they make a loss on the deal. This is something I would not be allowed to meet the discount on because frankly, it's ridiculous, but would have been helpful to know before we started planning a partnership with them and telling our sales manager about it. The mistake I made? I let them ask me for our "best offer" without knowing what they were going to do with it! If you agree to give "your 100% final offer" you need to understand what will happen to it. A script (of what I DID NOT DO but WISH I HAD): ------ Prospect: Hey, we are really interested and this is really urgent for us. But our CFO is kind of a ****. What is the best you can do for us on this pricing? Rep: I am happy to work with you on pricing. Are you saying we're the preferred vendor compared to any other options on the table? Prospect: Well, we haven't considered anyone else yet, it depends on your offer. Rep: I see. What I've typically found in this situation is that your CFO will still likely want to see a selection of offers. Have you found that before when buying services/widgets at your company? Prospect: I don't know, typically he wants to see that I've done some due diligence. Rep: Yes, I thought so. I have worked with a lot of companies in a similar situation to yours in the past. What will probably happen is unless I was doing it for free, the CFO will want to know whether this is the market rate - and you've never used a service like this before, have you? Prospect: {says they have but they haven't} Rep: I would put money on them asking you for a shortlist. Seriously. Prospect: {mumble} Rep: I want to work with you so I'd like to have this meeting again next week. I can offer you a 10% discount to the numbers we discussed today but there are a wide range of services in the market - from the expensive to the cheap and greatly varying in quality - and you may have more questions about the specifics of what we do by next week. So, I'd like to make sure you have all the information before you make a decision - I've seen customers go with something extremely cheap and come back to us the next month because it didn't work out. I see this as a long-term partnership. Would that work for you? ----- I knew this lesson from earlier in my career, and still got too involved in the deal and thought I already had won, so I'm writing this out in the hope it will help out at least one of you! Even if someone is telling you (like they told me) that they'd really like to work with you and not waste time going out to look at other vendors - and that actually happens! - then you can use that time to finalise the kick-off plan if they push back ...since they're so keen to get going... #buyersareliars [link] [comments]  |
| Massive Marketing Channels Guide (Public Notion Board) Posted: 07 Jul 2020 05:02 AM PDT https://www.notion.so/Marketing-Channels-fa62500fdcc042bd9222d10566d1ebaa I compiled 9 channels including Reddit, Twitter, Quora, Facebook, etc. their average CTRs, tips, example ads, and much more. You can see a guide, Average CTR, and tips from my own experience/research for each channel by clicking on each page. [link] [comments]  |
| Should I "bump" the lead even if they decided to choose another web development agency? Posted: 07 Jul 2020 04:30 AM PDT Hi, I almost closed a deal with one of the potential clients but when I almost had her, the coronavirus madness started and she panicked and said that she has to choose another provider because they were a lot cheaper. This was about 4 months ago but their website still hasn't changed. I suspect something went wrong or she didn't choose anybody, because 4 months for a web project in their scope is too much. Should I bump the client if everything is alright and that our services are still available? I was never in this spot before so I don't know if that's something that should be done - contacting the lead after they decided to not work with me and my company? Thanks [link] [comments]  |
| Posted: 07 Jul 2020 07:32 AM PDT Hi all, I've been in IT hardware sales over a year now. Covid has made cold calling a bit difficult so I wanted to utilise things like LinkedIn as much as I can. Does anything have advise on social selling or good books/videos on this. [link] [comments]  |
| Posted: 07 Jul 2020 07:22 AM PDT I like to read before bed to wind down after a long day. I enjoy reading and I like to get lost in books, but recently I've found myself trying to rush through books to get to books that will help with my sales career. Anyone else? How do you deal with trying to stay productive throughout the day and still turn off your brain? [link] [comments]  |
| Looking to start in Sales but have no where to begin Posted: 07 Jul 2020 12:04 PM PDT For me I've always been doing Retail and manufacturing work. Getting paid by the hour or salary jobs. However I'm burnt out with doing that. During Covid the amount of hours and pay I'm expecting during the weeks are low. It's not a good life anymore. I need something else that has a better salary and a better future for myself and family. So what's some good positions or companies that will hire entry level sales? With good training and a good commission and/or salary combined? [link] [comments]  |
| Reps using Challenger: what does getting a first meeting with a prospect look like? Posted: 07 Jul 2020 06:58 AM PDT I'm curious on how you get your first meeting with a prospect and go about setting up the frame and going through your warmer. In a similar model, Iannarino suggests pitching a short meeting to go over an executive brief detailing the most impactful challenges in the prospect's industry and what questions they are answering for clients like them about these issues. [link] [comments]  |
| I want to start inbound closing Posted: 07 Jul 2020 12:10 PM PDT So I heard about it a couple days ago and wanted to try it out with quarantine still going on cause America is stupid. The salary I saw seemed too good to be true (probably cause it is), but I want to know if anyone has done it before. I started a free course on HubSpot and ill finish that tomorrow probably. If anyone has please give me insight on how to start it. [link] [comments]  |
| Generating Leads for Highly Specialized Construction Projects. Posted: 07 Jul 2020 08:10 AM PDT Hi r/Sales! I'm working as an SDR for a highly specialized company doing industrial construction, mostly for food manufacturers, pharma companies, and biotech. I'm really struggling to meet my lead quota per month. The sales cycle is really long as there are a ton of factors to consider. Most of our current leads come through our website when people search for our services. But this is only generating a couple leads per month. I've tried Linkedin, but often when I reach out I get the classic "not interested, we already have our facility up and running. Where would r/sales suggest finding new leads for these big scale construction project? I desperately need any help you could provide! [link] [comments]  |
| Posted: 07 Jul 2020 11:55 AM PDT I usually ignore people's "no soliciting" signs on their doors since a lot of them don't even say anything about it, but I came across to his neighborhood that has big "no soliciting" signs at the entrances. It's not a gated community, thought I'd go for it, but the 2nd house I went to got all mad at me and mentioned it. Is it illegal to keep going or is it just a request like all other no soliciting signs? I'm in Louisville if that helps at all. [link] [comments]  |
| Posted: 06 Jul 2020 05:58 PM PDT I am launching a startup web dev agency, and I've been trying all week for one lead, one local lead. How do you guys not give up? I am cold calling, building landing pages for clients to demo our skills, sending emails to businesses etc. What's next? What can I do? Edit: thank you guys for the inspiration. It's definitely what I needed :) [link] [comments]  |
| Posted: 07 Jul 2020 11:14 AM PDT My company just gave us the option to purchase Outreach at a discount. Sounds like it streamlines your work flow. Tells you where every prospect is at in the lead-to-client process. Does anyone who has used it think it's worth it/ not worth it? [link] [comments]  |
| What are your biggest hurdles when cold calling? Posted: 07 Jul 2020 05:09 AM PDT What do you struggle with the most? Writing elevator pitches? An inconsistent process? Talking to gatekeepers? Setting appointments? Following up? Which topic would you like to see content about? [link] [comments]  |
| Help with high end construction serving sales Posted: 07 Jul 2020 10:46 AM PDT Need noob help. I work for a small high end custom door builder. My background and education is accounting and that is the main focus of my job but recently I have been flexing into sales and have had decent success with existing customers. My struggle is developing new customers and knowing what to say and how to approach cold contacts. My current approach has been to drive around areas with our target market ($1m+ new construction) and hope to find project managers or contractors onsite and talk with them at that time. If I don't find someone I leave literature and take a note of who the builder is and make contact when I get back to the office. One problem I am running into is by the time I am able to make contact the ship has sailed and they have already contracted with another manufacturer to make the doors or I am just unable to make contact at all. I also drop in to offices of contractors, designers and architects and give them our material. As I said - accountant - so I would really appreciate help in terms of a script (for lack of a better word). Just a what would you say during a cold call. I wouldn't use it word for word just as a guide. Thanks. [link] [comments]  |
| Stumbled upon this gem on Jeb Blount’s YouTube channel Posted: 07 Jul 2020 10:26 AM PDT |
| One customer, two projects how to go about them Posted: 07 Jul 2020 09:37 AM PDT So I have this customer, had been my biggest customer for the past decade or so but had become abusive the past few months. By abusive I mean, sending debit note jsut becuase yoy increase wasn't upto their standards, they made a loss in project and wanted to pass it onto me, someone give them lower quotation for something and they applied that to me, sending POS and then cancelling them, returning vehicles and making em revise invocies otherwise payment will be stopped. So what I did was started doing business less with them. Met the director, he was very kind said you must be our priority etc etc and issues will be resolved. They haven't rather strange things ahve happened. The clients other projects team have become intrested in doing business with me and started issuing POs whereas this project team led is getting on my nerves. Wanted me to supply material on old rate, I ddin't. He shifted order to othr supplier, then to me again cause other couldn't and then when I stood up for rate he told me to send the invoice with the rate I want and he will get the director to sign on that. Knowing that company, it's not possible so Is aid no. Then he sent some of the POs with my rate but they are still in process and not approved and he wants me to deliver in four days. I want him to approved that and he says youa re wasting time etc. This is somewhat tricky work. Other items he has shifted to other suppliers with 30-40% higher rates. So I have essentially stopped all their supplies. Also other project teams wants to do huge business with me. The procurement guy for that team says they will have no issues and everything will be approevd etc but I think one company cant have two policies and when I am delaying material for one team and shipment of that customer is getting delayed, the director will surely be pissed at me and not think it was fault of that teams guy so should I work with the other team or say good bye to the customer as a whole? [link] [comments]  |
| Any advice selling for ADP or other large HCM companies? Posted: 07 Jul 2020 05:44 AM PDT Originally a throwaway because I'm fairly active on Reddit / LinkedIN, etc, and don't want to get outted to my current employer. But apparently this sub has a 10 karma minimum to post, so rolling the dice! I am currently in senior management for a medium to large privately help payroll / hris / timekeeping company, keeping it vague, between 1,000 and 3,000 clients and 5 and 10 million a year. As a small company we don't really differentiate between SDR/BDR/AE but in my early days I probably would have been what you call SDR/BDR and now I'm primarily equal parts AE/CX/high-level tech support. I've been involved in some pretty large deals, either directly or indirectly. Largest was 5K + ee's multi-state (don't laugh that was a huge win). I have no doubt I could excel at a larger company but I've been drinking the kool-aid so long hearing that ADP treats their reps like dirt, there's no loyalty, high burn out, all the usual BS. I have no idea if that is accurate or not. I excel at technology and have dev experience I've picked up along the way to help me and my team. SQL, VB, C#, Crystal Reports. Mind you, I don't want to BE in dev, but I can walk the walk and talk the talk. Anyway, I think I've gone about as high as I can hope to and I'm thinking one of the big boys might offer greener pastures. [link] [comments]  |
| Posted: 07 Jul 2020 09:12 AM PDT What is your best / most effective response when a prospect says they are all set? [link] [comments]  |
| Generating Leads for Industrial Construction Posted: 07 Jul 2020 07:50 AM PDT Hi /r/Sales! I'm working as an SDR for a highly specialized company doing industrial construction, mostly for food manufacturers, pharma companies, and biotech. I'm really struggling to meet my lead quota per month. The sales cycle is really long as there are a ton of factors to consider. Most of our current leads come through our website when people search for our services. But this is only generating a couple leads per month. I've tried Linkedin, but often when I reach out I get the classic "not interested, we already have our facility up and running. Where would /r/sales suggest finding new leads for these big scale construction project? I desperately need any help you could provide! [link] [comments]  |
| Posted: 07 Jul 2020 03:50 AM PDT I just got offered a tech sales job doing b2b cold calling selling technology products . And was wondering what it's like selling at this time of the year and any advice for someone starting b2b at this time of the year?. [link] [comments]  |
| Posted: 07 Jul 2020 01:27 AM PDT Hello. I'm working as a BDR (basically sales) at a SaaS Company in Pakistan. I have little knowledge of the IT landscape and technicalities but due to my suitable skill-set and business administration background, I can land sales jobs as I have done before. However, this time around I'm actually interested in getting background knowledge about IT and how these applications/software work and are made. My company is currently working with data management, ERPs, CRMs, financial platforms, desktop, web and mobile application development as well as software. These are the things I would like some reliable information about i.e methodologies, technologies, tools, pros and cons and other practical knowledge. The resources can be in the form of a youtube channel, a blog, anything. It can literally be even in the form of just pointers that I can research myself. Hope this will help other beginners like me. Thanks in advance! [link] [comments]  |
| Posted: 07 Jul 2020 07:07 AM PDT Been reading into this industry, selling high interest capital to credit challenged business owners, but online there are surprisingly very little information on this new-ish profession. Do agents at these companies typically make a lot of money? is it an industry on the come up or dying out? Curious if anyone is in the industry what is a day like for you? [link] [comments]  |
| Finding emails by domain instead of name. Posted: 07 Jul 2020 01:42 AM PDT Hi everyone, I have compiled a list of companies with their domain names for email outreach. I'd like to reach out to the most relevant people in each company. However, the list of domains is quite extensive and manually researching the companies to find the relevant individuals would take forever. I was hoping someone could point me to a tool that would take care of the task of finding bulk emails by domain and also provide the job title for individuals whose emails it found. Appreciate any responses. [link] [comments]  |
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