Join us on Wednesday, April 19 | 9am – 10am PT

“Help me understand how to handle customer sales objections…”

“My team needs to learn how to handle objections…”

“We get lots of sales objections in our demos and need to manage them better…”

Sound familiar?

Many sales and presales training programs discuss ways to overcome objections, and managers frequently request skills training for their teams. There are numerous books, blog posts and articles on the subject, including the use of some rather intriguing acronyms (e.g., ARC, LAER, FFF, LAARC, and ECIRR).

But, why do prospects raise objections? Is it possible that vendors are working to address the wrong problem? Is it possible that objections are a symptom of deeper problems? Perhaps sales objections shouldn’t come up in the first place, in a well-executed sales process!

We’ll explore some typical objections, their causes and some solutions for the following objections (plus any you’d like to add!):

• “Do you have a ‘lite’ version of your software?” or “We don’t need the Cadillac version; we just want the Chevy…”
• “Your product looks too complicated for most of our users – so we only want a couple of licenses for a few experts to use…”
• “We didn’t see what we were looking for in the demo…”
• “You don’t understand our business…”
• “I’m not comfortable with you as a vendor…”
• “While your product does cover about 80% of our requirements, it is missing a few critical capabilities…”
• “Your product looks good, but we feel we can continue to live with the current situation…”
• “Your product is way too expensive for us (but thanks for the education) …”