“Are your reps effective objection-handlers?”
How effective are your salespeople at handling buyer objections? Do all members of your team understand the processes and structures of persuasive objection handling?
There are two types of objections a salesperson can receive… ENVIRONMENTAL OBJECTIONS or TRANSACTIONAL objections.
ENVIRONMENTAL OBJECTIONS are complaints about things a salesperson has no control over. It’s problems with their environment. Inflationary times or supply disruptions. Things outside your company’s control. The problem is if the buyer gives us an environmental question and we try to take ownership of it by showing how we’re solving that or fixing that, it can likely be a negative conversation. We can’t fix environmental issues that are outside our control. We can affirm to our buyers how great it would be if they (or anybody) could fix that problem, but don’t know if anybody that can do that.
TRANSACTIONAL OBJECTIONS are directly related to concerns about your products or services. Transactional objections are buyers saying “I don’t see how this will fit what I need…” or “I see better options from your competitors…”
We need to make sure our salespeople avoid the environmental objections and have persuasive and effective answers to all the transactional objections they’re getting.
This is a great time for you, as their sales manager, to work with your team to identify the top transactional objections they’re hearing and discuss and role play how they can best address them…so they can sell even more!