When you sell something, you may encounter objections. Objections come in all shapes and sizes and rear their ugly heads throughout the sales process. But why do we get objections? Does our offer need to be better to suit the client’s needs? Is it too expensive? Don’t they trust us? If we don’t know the reason for the objection, we can’t do anything about it.
In this episode, Sharran shares the three reasons we get objections and how we can fix them. These reasons may seem basic to you, but they are often the difference between gaining a new customer and losing an opportunity. If you want to improve your sales conversion dramatically, you don’t want to miss this!
“Not having a clear value prop is the number one reason why we get objections.”
– Sharran Srivatsaa
03:02 The three big reasons why we get objections
03:20 Three things you need to sell a lot of anything
04:45 What does value mean?
05:39 How do you know if your value proposition is not clear enough?
08:11 Are you familiar with the 75 Hard Program?
10:07 Is your value prop so clear that your client can articulate it?
10:42 What does packaging have to do with getting objections?
13:47 What is perception, and why is it important?
17:41 How do we handle the objections effectively?
18:30 Which of the three areas are you lacking?
19:28 Recap of why we get objections
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