A potential buyer just told you no on a deal you have been trying to close for months.

Should you accept this objection or use sales techniques to help them change their minds?

In this short and sweet episode of the Sales Evangelist Podcast, host Donald Kelly shares four steps for handling objections with you. Discover these techniques and how they can help change a potential buyer from saying no to yes.

Tune in now and test these sales methods with your prospects.

1. Mindset

• Donald discusses that most sellers start thinking negatively when a prospect says they’re not interested in their products. Sometimes, it’s due to them really not being interested, and you’ll be able to tell by their actions.

• However, some prospects don’t know if they can decide on a potential deal. Donald explains how to switch negative thinking into positive thinking to help these prospects decide. 

2. Why

• Donald explains why some prospects may view a potential deal as a threat. Your job is to figure out why they have this viewpoint.

• They may have had a bad experience with a different vendor and see your product as the same as theirs. Ask deeper questions to figure out the problems.

3. Value/Risk

• Once you understand why they have negative viewpoints, Donald discusses how you can help prospects see the value in your product. 

• Help potential clients understand their unknown risks and tell them how your product can eliminate them.

4. Invitation 

• Once you provide value to your prospect, give them an invitation to set a meeting with you.

• Donald shares how to invite prospects to schedule a meeting and close a deal.

Dealing with sales objections is never easy, especially when you don’t know how to combat them correctly. However, if you listen to this episode, you’ll learn how to handle objections.

Tune in to hear this exciting five-minute episode of The Sales Evangelist Podcast.

“The idea behind an objection is that there’s a need for more clarity.” -Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com