Customers Obstacles and Objections
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The document outlines common obstacles and objections encountered during the sales cycle, including access issues, budgeting concerns, and procedural unknowns. It also provides strategies for overcoming these barriers, such as anticipating challenges, documenting them, and converting objections into motivations for further engagement. Additionally, it stresses the importance of not reducing prices as a solution to objections and encourages building rapport with decision-makers.
Customers Obstacles and Objections
- 1. CUSTOMERS OBSTACLES AND OBJECTIONS BE PREPARED
- 2. Obstacle - a thing or person that blocks one's way or prevents or hinders progress.
- 3. Objection - an expression or feeling of disapproval or opposition; a reason for disagreeing.
- 4. When Do Obstacles and Objections Occur? At every step in the Sales Cycle The initial call The initial demo and presentation During the trial During the Close meeting
- 5. Typical Obstacles The Gatekeeper No Access to Decision Makers Just Installed system Redoing their system Buyer(s) have not been identified Customer’s buying process is unknown Budget
- 6. How to Overcome Obstacles Try to remove it when you come upon it Document it and attempt to move around it Identify someone in your organization or the customer’s to help navigate around it
- 7. Typical Objections No Budget Solution pricing Solution complexity Not a priority Lack of time Lack of deployment resources No product expertise I’m new here need to figure out what is going on first Sales teams not mature enough No formal sales process defined
- 8. How to Mitigate Objections Turn an Objection into a reason to move forward Give examples of what your solution/software has done at other customers A reason to dig for more information – show interest
- 9. What Not To Do Mitigate an Objection by reducing your price!
- 10. Anticipate and Be Prepared You or someone on your team has likely dealt with them before Understand how your competition would overcome them Know customer alternatives Always address them: They don’t go away and will stop a deal cold Handling Obstacles and Objections
- 11. WWW.POINTNTIME.COM (214) 509-8864 SALES@POINTNTIME.COM START YOUR 30-DAY FREE TRIAL TODAY