80s Sales Tactics

'Objection handling'

'Overcoming objections'

'Tackling objections'

...spot the problem?

This is what pressurised sales looks like.

It's 'You' vs 'Them'

...and it's stuck in the 80s.

How about You & Them?

i.e. you're on the same team.

They bring up an objection? Great!

Any possible roadblocks are out in the open.

Ideally, salespeople should bring up most objections first when trying to disqualify: -

"Why don't you just do this in-house?"

"Why do you even need to fix this problem now?"

"Why don't you just outsource this overseas for half the price?"

The more reasons you look for someone NOT to move forward, the better qualified the opportunity.

This also has the effect of pulling people in, not pushing them away with tension-fuelled 'Objection Handling'.

And when any other objections come up that you hadn't thought of, count yourself lucky you're in the room and able to work through them together.

Those meetings behind closed doors with 7 other stakeholders? You have ZERO influence.

So get everything out into the open as soon as possible.

Ask what possible reservations other stakeholders not in the room might have.

Then watch what happens to your pipeline.