Here's how you can effectively handle objections and overcome challenges in executive sales roles.

Las objeciones siempre surgen por una de estas dos circunstancias, falta de valor percibido o falta de confianza y para manejarlas, podemos seguir un esquema sencillo: Objeción: no sé si mi jefe/pareja etc estará de acuerdo con esta compra. 1. Acuerdo con la objeción: favorece que el interlocutor se relaje y no se ponga a la defensiva. Ciertamente se trata de un importe elevado. 2. Proponer un escenario en el cual se supere esa objeción. ¿Y si su jefe / pareja estuviera de acuerdo, lo compraría? 3. Poner al interlocutor a trabajar de nuestra parte. Y ¿cómo podríamos convencer a su jefe / pareja? Con este simple esquema, bien manejado, conseguiremos convertir una objeción en una conversación de venta.

Understanding objections is the first step in overcoming them. Objections often stem from concerns about cost, value, or timing. To address these effectively, listen carefully to the client's concerns and identify the root cause. By acknowledging their perspective, you can tailor your response to address their specific worries. Thoroughly knowing your product and its benefits allows you to provide evidence-based responses that can alleviate client concerns and build trust.

Existen básicamente 4 tipos de objeciones 1. Objeciones que puedo rebatir, es decir, se basan en información que puedo demostrar que es incorrecta. 2. Objeciones que puedo compensar, aunque la objeción es correcta, tengo herramientas para contrarrestar su efecto. 3. Objeciones irrebatibles son aquellos argumentos que se corresponden con la realidad y no puedo ni rebatirlos ni contrarrestarlos. 4. Objeciones ocultas. En muchas ocasiones, las verdaderas objeciones no salen a la luz, por lo que nos resulta imposible manejarlas. Hay que saber encontrarlas. Y además, las objeciones son limitadas (llega un momento en el que se acaban) y conocidas (suelen ser siempre las mismas). Por tanto, si son limitadas y conocidas, podemos rebatirlas. :)

Reframing challenges as opportunities can shift the conversation in a positive direction. When faced with an objection, highlight how overcoming it can lead to greater benefits for the client. For instance, if cost is a concern, emphasize the long-term ROI and savings. By presenting challenges as opportunities for improvement or growth, you help the client see beyond the immediate hurdle and understand the broader value your solution provides.

En este punto, más que comentar la importancia de la escucha activa, de cuya importancia en la venta, nadie nos tiene que convencer, me gustaría destacar la importancia de escuchar la comunicación no verbal, lo que no se dice con las palabras, sino con gestos, posturas, actitudes... ya que nos ban a dar muchísima información que debemos interpretar para ser capaces de manejar las objeciones reales del interlocutor.

Active listening is a powerful tool in handling objections. By truly listening to your client's concerns, you demonstrate empathy and understanding, which can build rapport and trust. Ask open-ended questions to encourage clients to share more about their objections. Reflect back what you've heard to confirm understanding, and then address their specific points. This approach shows that you value their input and are committed to finding a solution that meets their needs.

While a specific opportunity might be progressed as a solutions sale, you should not underestimate the importance of building relationships. This adds confidence and credibility for clients who need to trust putting their business your way. It is particularly important in enterprise sales where clients purchase multiple products/services from you over a long period of time.

Building strong relationships is key to overcoming objections in executive sales roles. Establish trust by consistently delivering on promises and providing value. Develop a deep understanding of your client's business, industry, and pain points. This knowledge allows you to offer tailored solutions that address their unique challenges. Strong relationships also create a foundation of goodwill, making clients more open to considering your proposals despite initial objections.

Como he comentado anteriormente, las objeciones son limitadas y conocidas, por lo tanto, podemos anticiparnos y crear un argumentario para manejar las más habituales, que son: 1. Precio: ¿rebatible con posibilidades de financiación? 2. Producto: comparativas reales frente a competidores. 3. Marca: destacando milestones o logros importantes. 4. Postventa: exhibiendo opciones de soporte premium o SLAs. 5. Vendedor: llegado el caso, incluso cambiando de comercial. La experiencia del comercial rebatiendo siempre las mismas objeciones, le permitirá hacerlo cada vez con más soltura y eficiencia.

*Know your Competitors and Shoot Them DOWN! *Offer Options when the client is leaning towards the competition. And Highlight Your Competitive Counters. *Sharpen your listening skills: Listen carefully and you will learn how the client is telling you HOW to SALE them. *Let the client take ownership mentally in their minds eye, thru the power of suggestion. *Use: "If I COULD would You?" Use it and when they toss a form of monies into the deal, it's as if you just stuck a fork in the in the Turkey to check if it's DONE! Wrap it Up ASAP Leaving the INK DRYING ON THE CONTRACTS As the CLIENT LEAVES WITH THEIR NEW PRODUCT, whatever it may be!!! DONE! BALLS TO THE WALL! "TEDDY DIAMOND"