Handling objections is one of the biggest pitfalls for a salesperson during the sales phase. However, when they are well understood, objections represent a real opportunity to learn more about your prospect. Objection Handling Chart ➡️ https://bit.ly/34yM9bI *???? How to work with us?* - In-company sales training: https://bit.ly/3fWOje0 - Workshops, conferences, seminars: https://bit.ly/3ULXS0l ???? To go further: • Handling OBJECTIONS: Start... ???? Useful resources in the video: Objection Handling Chart (pdf): https://bit.ly/34yM9bI Access all our B2B sales resources ➡️ https://bit.ly/3BmGbJ2 **???? My NETWORKS** LinkedIn: https://bit.ly/linkedin-quentin-despas Spotify: https://spoti.fi/3uPVxrU Instagram: https://bit.ly/48aPRqT ⏰ Video menu 00:00 - Introduction to handling objections 01:24 - Objection: It's too expensive! 04:59 - Objection: I need to think about it 08:16 - Objection: I need to talk about it internally 11:37 - Objection: It's not in our budget 14:08 - Objection: We already have a supplier / We're already equipped 17:02 - Objection: I'm too busy / I don't have time 19:48 - General advice on handling objections 24:01 - Closing About this video: When there's an objection, it's because there's projection and it's a possible path to closing. Nobody likes objections, but handling objections is our job. In this video, I'll help you answer the six most common objections in B2B sales. 1. It's too expensive - Understand why your prospects are using this objection. Often, it’s because they don’t yet see the value in your solution or because they’re in the negotiation phase. - Learn how to isolate this objection to discover if there are other hidden concerns. - Use specific techniques to explore your prospect’s perception of value and adjust your pitch accordingly. 2. I need to think about it: - Identify the real reasons behind this objection: lack of conviction, need for more information, or simple negotiation strategy. - Adopt an empathetic approach to accompany your prospect in their thinking without pressuring them. - Ask open-ended questions to understand which parts of your offer require more clarity or depth. 3. I need to talk about it internally: - Use this objection as an opportunity to map your prospect’s internal decision-making process. - Develop strategies to involve key decision-makers and obtain their buy-in. - Learn how to anticipate and address the concerns of the different stakeholders involved in the purchasing decision. 4. It’s not in our budget: - Turn this objection into a constructive discussion about budget and value. - Establish realistic price ranges and see if they match your prospect’s expectations. - Use techniques to understand if budget is the only objection or if other factors are at play. 5. We already have a vendor: - Use this objection to find out what your prospect values ​​about their current vendor and what they would like to improve. - Learn how to present your solution as an improvement or viable alternative without disparaging the competition. - Ask questions to understand the prospect’s motivations for exploring new options despite an existing relationship with a vendor. 6. I’m too busy for that: - Understand that this objection often means that your solution is not seen as a priority. - Engage in a discussion to find out what could make your solution a priority for the prospect. - Use techniques to re-program your approach and maintain contact without being intrusive. Objections should never be seen as insurmountable barriers, but rather as opportunities to better understand your prospects and strengthen your sales pitch. With the right techniques and an empathetic approach, you can turn every objection into a positive step towards closing the sale. Question - Are there any other objections that you regularly face? Disclaimer: **This video is not sponsored**. #objections #sales #b2b