Overcoming Objections: How to Pivot with a Process w/ Nick Krebs

Outbound Sales Lift

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Overcoming Objections (0:22)

When an objection comes up in sales, that’s really where the sale begins. And it’s a lot easier to cover what not to do with objections.

What you want to do is be curious. You want to learn more and keep your prospect engaged.

For most sales reps to learn how to overcome objections, they have to lose many of them. So try not to get eaten by the same objection twice.

Objections can happen as late as your negotiation and contract phase or as soon as someone picks up the phone and says, “not interested.”

The best reps don’t get rattled. It doesn’t take any wind out of their sale. They almost pretend like they didn’t hear it and move on to the next question that they were going to ask.

The best thing you can do is learn from each scenario and think about what you could have said differently after the fact.

Don’t get beat by the same objection twice. We hear new objections all the time, but eventually, you should be building up a library of answers.

Expecting Objections (7:22)

You could get up to four objections on every call, and it’s not necessary to overcome them right away. It’s okay: you’re becoming more curious and learning.

You don’t even have to try to overcome the objection necessarily. Maybe the goal starts as extending the conversation or learning about the objection.

Acknowledge what they say because they want to feel acknowledged. It’s essential to do this empathetically when you recognize something.

You have to understand your prospect. Then, find ways to put yourself in your prospect’s shoes.

Approaching Common Objections (13:08)

Most objections fall under the category of a lack of value. There’s not enough perceived value in what you’re presenting because if there were, they wouldn’t have a budget.

Then there’s just the brush-off. You hit on a lot of the brush-offs early on. “Hey, I’m busy, and it was this, it’s “not interested.’

Another is that you’re not listening. Reps are quick to hop off and try to have a conversation about a specific area or a value they might bring. As soon as the prospect says, “Nah, that’s not a fit for us,” they stop listening and start pushing.

Objections can feel personal, so separate your identity from the call’s outcome.

You’re not going to make every sale, and there will always be someone else to approach.

Nick’s Bio:

Nick Krebs is a sales coach at Vendition with experience working in sales at Yelp and other high-growth startups!

Important Links:

Nick’s LinkedIn Profile