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Addressing Common Sales Obstacles Training

3.2.2021: Addressing Common Sales Objection Training

Presenter: @ashley_prince 

Watch Presentation | Common Sales Objections

 

Key Takeaways:

• There aren't many objections that JMP can't overcome. 
• Accept and ask, never immediately answer. 
  • Acknowledgement - let them know you understand and empathize, active listening
  • Isolate - ask more questions to get clarity on the real issue
  • Respond - get backup if necessary. Look for resources (internal peers, resources, etc) to help validate your response. 

Objection Categories:

• Value 
• Time 
• Authority
• Need 
• Lack of Urgency

Objection Truths: 

• There will always be uncertainties
• Best thing you can do is get ahead of them
• They will vary by product and by contact role
• There is no objection that JMP can not overcome

To see a list of common sales objections, please refer to the sales objections page where we have responses, qualifying questions and related resources for each. 

 

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