#objections up front problemstatement

[pushthepaceacademy]

Objections Up Front

Posted with Love from Linkedin

Richard Smith VP of Sales @ Refract

One of the best ways to nullify an objection on a cold call, is to take it out of the prospects mouth before they've had a chance to say it. One of the problems we used to run into at Refract was prospects thinking that their CRM was a solution to the problems we solve. "We handle all of that in our CRM" or "We get that visibility in Salesforce/Hubspot" The reality is, many people buy Refract because their CRM doesn't give them the visibility they truly desire into their sales team. It doesn't solve the problem we solve. So how do I avoid this objection? Simple, it sounds like this in my problem centric pitch: "Many CRO's we speak with share with us the frustration of having a lack of visibility into why their sales team are losing deals they should be winning. They've tried getting this from their CRM, but ultimately this just gives them a load of opinion, versus real data on whats actually going on in deals. Does that sound like a familiar situation?" It's now much more difficult for the prospect to give me the CRM objection. Vocalise the objection before it comes up. A classic in Sales but as effective as ever. Give it a try