Although this may not be possible in all cases, it will greatly help
Posted: Mon Jan 27, 2025 9:54 am
Examples:
I heard your last project went wildly over budget and ended up bankrupting the customer
Your solution will never work here because…
We tried rolling out a similar solution before and it was a huge failure
Response: Strategize
Overcoming a derailing objection is not impossible. However, it may be complex, time-consuming, and almost always requires a well thought-out and executed strategy or response. But before you consider overcoming it, the first question you need to ask yourself is, “is it worth it?”. You might be dealing with a high-power, high-authority, or singular decision-maker with a derailing mindset. You may also feel like there’s little chance of you being able to sufficiently change that customer’s point of view to support a sale (or at least in a reasonable amount of time). If that’s the case, one option is to take the cue and gracefully bow out before proceeding any further and wasting precious cycles. If, however, the sentiment is unreasonable or localized to a particular individual (or small set of people), you may wish to proceed and attempt to compartmentalize and either address or circumvent the objection.
The first step is doing your best to understand the root cause taiwan telegram data of the objection. your attempts to overcome it. For example, you might learn that the blocking individual has a personal senior level relationship with another vendor. Or you might learn that the first time the organization attempted to deploy a similar solution it failed because they didn’t have an internal executive sponsor. If you feel the objection is unreasonable or no longer valid based on your understanding of the current environment, point that out, being sure to provide the requisite empathy and emotional support so you don’t come off looking like a jerk.
If for some reason the roadblock cannot be overcome, you might try to circumvent it. For example, if the objector has dug their heels in or cannot be convinced for whatever reason, you may try to leverage your familiarity with the customer’s org chart to enlist the support of other friendly stakeholders to marginalize the objector from within.
The ability to identify and overcome objections is critical to sales success. Unfortunately, when it comes to this highly cerebral subject matter, what gets vocalized only represents a fraction (if any) of the underlying concern. In order to resolve the objection to the customer’s satisfaction, you need to understand both the intent of the objection and the best strategy for addressing it. I hope this guide was helpful to you!
I heard your last project went wildly over budget and ended up bankrupting the customer
Your solution will never work here because…
We tried rolling out a similar solution before and it was a huge failure
Response: Strategize
Overcoming a derailing objection is not impossible. However, it may be complex, time-consuming, and almost always requires a well thought-out and executed strategy or response. But before you consider overcoming it, the first question you need to ask yourself is, “is it worth it?”. You might be dealing with a high-power, high-authority, or singular decision-maker with a derailing mindset. You may also feel like there’s little chance of you being able to sufficiently change that customer’s point of view to support a sale (or at least in a reasonable amount of time). If that’s the case, one option is to take the cue and gracefully bow out before proceeding any further and wasting precious cycles. If, however, the sentiment is unreasonable or localized to a particular individual (or small set of people), you may wish to proceed and attempt to compartmentalize and either address or circumvent the objection.
The first step is doing your best to understand the root cause taiwan telegram data of the objection. your attempts to overcome it. For example, you might learn that the blocking individual has a personal senior level relationship with another vendor. Or you might learn that the first time the organization attempted to deploy a similar solution it failed because they didn’t have an internal executive sponsor. If you feel the objection is unreasonable or no longer valid based on your understanding of the current environment, point that out, being sure to provide the requisite empathy and emotional support so you don’t come off looking like a jerk.
If for some reason the roadblock cannot be overcome, you might try to circumvent it. For example, if the objector has dug their heels in or cannot be convinced for whatever reason, you may try to leverage your familiarity with the customer’s org chart to enlist the support of other friendly stakeholders to marginalize the objector from within.
The ability to identify and overcome objections is critical to sales success. Unfortunately, when it comes to this highly cerebral subject matter, what gets vocalized only represents a fraction (if any) of the underlying concern. In order to resolve the objection to the customer’s satisfaction, you need to understand both the intent of the objection and the best strategy for addressing it. I hope this guide was helpful to you!