"Selling is Hard, Buying is Harder" - Questions / Objections by Role

Proactive Handling of Common Objections by Role

In B2B sales, objections are often unasked questions. To streamline the buying process and reduce late objections, it’s essential to preemptively address common objections tied to specific roles. At Consensus, our champions typically include Presales (Sales Engineering) Leaders, who drive the acquisition of our intelligent demo automation software. These interactive video demos, crafted by Presales Leaders, are pivotal assets for the sales team throughout the buying journey.

Key Objections and Responses

Here are objections and answers tailored to various roles:

• Presales (Sales Engineering) Leaders: Address concerns about replacing sales engineers by highlighting efficiency improvements.
• Sales Leaders: Clarify integration with existing processes, particularly in Salesforce, for smoother workflows.
• IT Leaders: Emphasize robust data security measures.
• Finance Leaders: Highlight ROI and shorter sales cycle timelines, backed by case studies.
• End Users: Reassure minimal training needs due to seamless integration.

These responses empower your sales team to confidently engage champions and navigate the buying process effectively, ensuring a smoother path to success. Use them as email templates to aid your sales champions in their internal communications.