¿Cómo puede superar eficazmente las objeciones de un cliente potencial a la hora de programar una reunión?

A good practise when you face objections is to use the PAUA framework. - Pause for two seconds - Acknowledge the objection - Understand the objection by asking an open ended question - Ask for something small to move the discussion This is a great way to make sure the prospect feels heard, you understand their objection properly and can move the conversation forward.

Smokescreen objections exist because people fear commitment ( fight or flight mode) First, you need to be human (weird right..) You will get better results when you talk to your prospects as if you were talking to a friend. It's highly likely that when you see your friends you tend to smile, you probably care about what they say, you may mirror their feelings, you speak with authenticity, you ask questions... Once you understand the needs and wants of your prospect, you want to make sure you add a soft or hard Call To Action at the end of the convo to progress to next steps.

Respond to each objection directly and provide relevant information that alleviates their concerns. Tailor your responses to demonstrate how your product or service can address their specific needs.

Effectively overcome a prospect's objections to scheduling a meeting by actively listening to their concerns, addressing them empathetically, highlighting the value and relevance of the meeting, and offering flexible scheduling options. Emphasise the potential benefits and tailor your approach to align with the prospect's priorities.

In my experience making questions after I get the objection is the best way to have a clear picture. Always ask to understand if there is any limitation maybe? Does someone else need to be involved? Are they currently working on a 1-year contract with another vendor? If you don't ask is going to be difficult to understand what is going on and you will not be able to handle the objection.

I see a lot of reps asking endless questions in disco calls in order to find out what prospects value. This is a double edge sword move. Sometimes prospects feel that you are being manipulative. One thing you may consider is to emphasise on the risks of inaction ( e.g.news about companies going bust, stats,case studies, etc…) and let prospects draw some of the right conclusions supported by your expertise as opposed to sounding like you are in an interrogation room and offer something that is magically perfect for them. Also, if you can, get as many decision makers around the table with fact finding. The wider your net, the more information you’ll get to justify the urgency further to the transformation you are bringing in.

There is a misconception about wanting to “overcome”objections which can have a hostile and combative connotation. What you really want to do is to reach a common ground if applicable. The whole idea (in an ideal world) for a qualified prospect is for them to drive the conversation in the last stages ( e.g. pricing, solution implementation timelines) as much as it is for you to measure the likeliness of acquiring a new customer ( right decision makers around the table, deal cycle length, clauses updates, champion or no champion, etc..)

Help them understand this will be a call to understand more about what´s happening in their current operations and define if your solution can be relevant for them. Always respect time and let them know you won´t take a lof their time.

Handling rejection gracefully can keep the door open for you to engage with other stakeholders at the account. A prospect may be genuinely too busy to meet, or perhaps the product offering is actually more relevant to one of their colleagues. I tend to see success with following up on the first rejection by saying "no worries, I'm happy to send you an email with some more information, and I can attach a calendar invite there so that if you like what you see, we can meet. Is there a time or date you'd prefer I send that invite?" This will generally either elicit "I really don't think this is for me," in which case you can pivot to ask for a referral, or "sure, I'm available on [x] date." Each rejection gets you closer to the next "yes!"

Whilst being rejected is never nice, it’s part and parcel of life in sales. Detach yourself from the outcome because nothing defeats numbers. I always say that if you meet 100 people in a room, you can be the nicest person in the world, there are still 20-30% that won’t like your vibes for no obvious reason. Now, if your leads are well qualified (solid lead magnet/sales funnel + good target accounts), this will better inform as to whether the problem comes from you (training opportunity) or if the product market fit of the solution you provide affects closing rates for instance

Being rejected is part of your life so learning how to embrace it and use it in your favor is super important. They way you think about rejections is important, you can go 2 ways here: 1 Way: oh I´m not good and that´s why they rejected me. 2 This was not the right moment, I will improve my skills and bring the next one.

This is key to being successful, you should be proactively looking for top performers and shadow them: How do they handle objections? How do they manage their time? What language do they use? What are the most common objections they receive?

Here's what i would do: After getting training with your company, - Practice with role plays, work shadow and then do live calls. (There is no substitute for live calls) - Put in hard work to ramp up and get as much exposure - Observe people way better than you and ask them how to get better - Reframe your wins (e.g. If you did not close, did you get your company a good reputation, if you can’t sell the most of your services, what can you sell to get your foot in the door,etc...)