Master the Sales Process to Combat Objections per Justin Zappulla, Ep #438

According to Justin Zappulla, 90% of objections fall into three categories:

1. The customer doesn’t see the value in what you’re proposing as it relates to the price you’re charging.
2. They don’t think you can help (or they don’t trust that you can) and believe there’s a better alternative.
3. They don’t have a need for your product or service (maybe you haven’t quantified their pain point and identified their need to establish urgency).

Most objections come up because salespeople don’t handle the sales process properly. Justin believes that the better you handle the process, the fewer objections you’ll get. But you have to qualify opportunities correctly. Learn more in this episode of Sales Reinvented. 

Outline of This Episode

• [0:54] Common types of objections salespeople face
• [3:33] The biggest mistakes salespeople make
• [5:46] Justin’s process to respond to objections 
• [8:18] The role of empathy in handling objections
• [10:24] How to handle objections with confidence
• [12:43] Justin’s top objection-handling dos and don’ts
• [16:23] Don’t address the wrong objection

Resources & People Mentioned

• Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals

Connect with Justin Zappula

• Connect on LinkedIn
• Follow on Twitter

Connect With Paul Watts

• LinkedIn
• Twitter 

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