Preview Mode Links will not work in preview mode

Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Jul 14, 2020

Handling Objections

In this episode, Mike and Jody discuss a listener tip regarding objection handling.  We bounce around a bit on this one, but ultimately bring it home with some practical thoughts on objection handling.

TLDR - ask questions, gain context, don't react.

Questions Answered:

  • Do objection handling documents work?
  • Can you build out questions on an objection handling sheet?

Key Takeaways:

  • Objection handling documents can work if you are not just reading off of a script.
  • These documents can help with alignment within an organization.
  • When dealing with a pricing objection, ask “from what perspective?”
  • Don’t interrogate customers, but work to gather a bit more information.
  • If you guess, you only have one chance of guessing right.
  • Rather than answer the objection immediately, take a pause and ask one question. 
  • Account plans are a useful tool - You can listen to our account planning podcast here

Show Links:

www.jodymaberry.com

https://catalystsale.com

Submit Listener Questions To:

  • podcast@catalystsale.com
  • DM us on Twitter 

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here 
  • Hire us as a consultant/advisor within your team or organization 

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit