How You and Your Team Can Overcome Objections in the Sales Process

Whether you have a sales team or are in a sales role as a leader, you need to know how to overcome objections and pushback in the sales process. 

So how can you honor people’s objections while still closing the sale and delivering your product or service?

In this episode of the One Next Step Podcast, Tricia Sciortino and Lisa Zeeveld talk to Lisa Seal, BELAY’s VP of Revenue. Lisa has years of experience in growth management across several industries and various sales environments.

She empowers our team at BELAY to exceed their growth targets and has been instrumental in helping the organization grow — which, as you might have guessed, involves overcoming pushbacks and making sales.

 

Here are some takeaways they shared:

 

1. Sales isn’t as scary when it’s a product or service you believe in and you know is helping other people.

That’s an important truth to remember. 

Because when you believe in what you’re doing, it’s so much easier than trying to force a product that you don’t believe in on someone who probably doesn’t even need it. 

 

2. Listen

Does what you’re selling actually meet the need that your prospect has? 

You can’t answer that question until you listen to them about the pain point they are experiencing. Leading a sales process by preaching the features is a sure way to lose someone quickly. 

Listen to them, identify their needs, and then sell away!

 

3. Build Value First

Most salespeople know not to come out of the gate with a price. That’s because at that point, it’s just a sales transaction and you might have already lost a potential customer.

Instead, show the value in what you are selling. How can it help them? Where does it fit into their experience? How does it address their needs? 

Show them all of these things before you ever discuss price.

 

For this episode’s next step, we’re encouraging you to review your sales processes. 

Think: Is your current sales process putting the pain or need of your prospect in the forefront? Is your current process respecting your prospects and are you talking to them and listening empathetically?

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