Join us on Wednesday, April 19 | 9am – 10am PT
In this webinar, sales coach Peter Cohan discusses various methods to overcome sales objections and the importance of addressing them early on in the sales process. He shares personal stories and horror stories to illustrate common objections and suggests solutions such as improving discovery skills, customizing demos, and using proof of concept to ensure success criteria are in place. He emphasizes the importance of understanding the prospect’s needs and using biased questions to present only necessary features and capabilities. Additionally, he discusses the different forms of proof that can be used to make product and marketing claims believable to prospects. Overall, the key to overcoming objections is to improve discovery and demo skills and focus on the value equation.
The focus in this section is on the importance of discovering information about prospects and acting on it accordingly. Peter Cohan highlights the need for the original person who did outreach to follow through and emphasizes the significance of good handoffs between sales and other departments. He also suggests the use of Great Demo! situation slides to ensure that all information is easily accessible. While he notes that some strategies may depend on the industry and offering, the overall message is to prioritize effective communication and collaboration throughout the sales process.
Peter Cohan is the founder and principal of The Second Derivative and the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been and continues to be a prospect and a customer.