Totally understand

Here’s what we’ll cover:

• The 2 words you can use after every objection

• Seller Survey: Where in the sales cycle do you struggle the most?

Estimated reading time: 43 seconds

Sales Tip

2 words

As sellers, we deal with objections daily.

Here’s a simple 2-word phrase you can try the next time you get one:

“Totally Understand”… followed by a question.

Here are a few examples:

Objection: “We already use XYZ company”

You: “Totally understand…out of curiosity, how long have you been using them?”

Objection: “Not interested”

You: “Totally understand…is it because you already have something in place?”

Objection: “Your price is too high”

You: “Totally understand…is that the only reason you feel we aren’t a fit?”

Objection: “Call me back in 6 months”

You: “Totally understand…curious, what’s happening in 6 months?”

Etc. etc.

Simple and effective.

Seller Survey

Here are a few visual notes I took from a Sales Assembly session this week led by the GOAT of COI (cost of inaction) Jen Allen-Knuth.

2 action items:

1. If you’re a seller or leader looking for solid enablement options - Check out Sales Assembly.

2. If you’re looking for a sales keynote or trainer to help you stop losing deals to status quo, price, or no decision - contact or follow Jen.

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