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Not blind spots
- Customer objections are definitely one of the more difficult and frustrating elements in the sales process. Keep in mind, however, that they are absolutely not blind spots, preventing you from selling.
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Sep 6, 2024 · A customer objection is any concern, hesitation, or challenge a customer raises during a sales or service interaction. These can stem from a variety of factors, including price, product features, perceived value, or previous experiences with your company.
Jun 28, 2021 · Objections indicate a lack of trust in some area or an underlying need to be heard. Find out what you can offer that will bring them a long-term solution. Nothing lends more credibility than...
Whether you’re a salesperson, finance manager or customer experience specialist, you’re going to deal with customer objections every day.
- Laer: A Simple Framework For Thinking About Objection Handling
- Why The Laer Framework?
- A Simple Example of Handling Objections
- Implementing Your Objection-Handling Framework
- Prep For Your Next Customer’S Objections
- FAQ
The LAER objection-handling model is a foundational element of Jack Carew’s sales training program. Carew pioneered the model in 1976 and it’s still in use by sales leaders today, like Brooke Freedman, Senior Director of Sales at Drift. Here’s a paraphrased version of how Freedman explainseach step of the LAER framework: 1. Listen:Let your customer...
If you’ve been in any sales role, you know that building interpersonal trust and securing commitment are key objectives. Without trust and commitment, there’s no sale. Plus, research has shownthat establishing trust has important benefits, including increased customer satisfaction. The challenge with handling objections is that you have to manage r...
It’s one thing to talk about the theory of handling objections. And it’s another thing entirely to see it in action and put it into practice. In the next sections, we’ll walk through an example of LAER in practice, adapted from this Impact Plus blog post. Then we’ll outline how you can implement the LAER framework for yourself and your team. --- Sa...
The first step in implementing the LAER framework with your team is to secure buy-in, not from your customer, but from the sales team itself. That means walking through (as we did in the sections above) the approach and explaining the reason it's the best option to your sales reps. You may have some objections of your own to overcome in this part. ...
On a video call or in-person, you can read body language and pick up on other non-verbal cues. So customer meetings are the ideal time to deal with objections. But they won’t do you much good if you’re not prepared to have a productive, objection-handling conversation. To make sure you’re prepared, pick up one of our free agenda templates for your ...
What are 5 common sales objections?
No matter how great your product or service is, you're going to face objections from potential buyers. Here are the five most common ones: 1. Price:This is the most common objection, and it's often based on the buyer's perception of the value of your product or service. You need to be able to justify your price so they can see the value. 2. Scope:The buyer may feel you're asking them to go beyond their comfort level with such big changes to their work processes and organization, as well as fi...
May 30, 2019 · To help, 10 members of Forbes Business Development Council weigh in on the best way to handle common customer concerns and how to turn those objections into a sale.
Aug 14, 2019 · 1. “You're too expensive.” This objection comes first because it’s a very important one. When a prospect brings up budget as an objection, the underlying story is about the value or return on investment (ROI) they expect to receive from your solution. Almost anyone will be able to find the budget for something they truly value.
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