How can you assess your sales team’s objection handling skills?

Do as many mock calls as possible with all those common objections you'd come across. Make sure they IDENTIFY and UNDERSTAND the objections during a call as most of the folks starting in sales miss on objectives. Figure out what they respond to those. Tweak the language(if necessary) and monitor on live calls. I listen to the call recordings of my sales reps and share feedback and also learn from them. Use flash cards(I've got one from Josh Braun). It's a life saviour for people who are starting in Sales.

One on one coaching! I like to throw out an objection and see how they handle it. If it's good give positive reinforcement. If it needs work you model foe them. I usually say "That was pretty good but let me show you how I would handle that one..."

There are multiple methods available to evaluate the objection handling skills of your sales team: 1. Role-playing exercises: Create various scenarios where your team members are required to handle objections. This can be conducted either in a group setting or individually. Observe their responses, strategies, and their ability to effectively overcome objections. 2. Customer feedback: Encourage customers to provide feedback on their interactions with your sales team. 3. Shadowing and coaching: Observe your team members in action by shadowing their sales calls or participating in customer meetings. Offer constructive feedback and coach them on various objection handling techniques they can utilize.

O processo de identificação das objeções mais frequentes é realmente eficiente quando se origina da observação "on the job" de seu time de vendas. Apenas no mundo real, acompanhando as interações de seu time com seus leads, você pode conhecer profundamente as reais objeções que surgem.

When dealing with customer objections, it's imperative to differentiate between an objection that will progress the sale and a complaint, which in many cases is merely a customer's viewpoint. Objection: "We cannot provide the necessary resources for this proposal to move forward now." Complaint: "The price for your services seems expensive." Identify genuine objections that prohibit deals and conduct group brainstorming sessions addressing the most common customer objections. Then, if required, your team can run role plays to embed the learning more realistically. During the role plays you can utilise methods such as the framework (listen, acknowledge, explore, respond

Uma vez que você identifique e mapeie as principais objeções, você pode incluir no seu processo, pontos de coleta de informação paralelos ao acompanhamento e coaching sãs lideranças do time de vendas. Esse pontos de coleta de informações pode auxiliar na quantificação das ocorrências de objeções e apoiar os dados coletados qualitativamente nos processos de acompanhamento.

When sales are of considerable size, and you are losing deals to competitors or customer inaction, I recommend engaging a professional sales coach who can help you evaluate your sales pitch, objection handling, and negotiation skills. Coaches provide objective opinions that produce results without the cost of trial and error.

To sharpen your sales team's objection handling skills, regular role play is essential. It's not just about repetition; it's about staying in tune with the nuances of customer interactions. Even the most experienced salespeople can lose their edge without practice. Most objections typically revolve around the same few issues, so the focus should be on active listening, paraphrasing for clarity, and then confidently and concisely addressing each concern. This approach not only improves skills but also builds a team adept at turning objections into opportunities. Remember, in sales, practice doesn't just make perfect; it makes profits.

I approach all objections with a 3-step method. 1. Acknowledge - "I understand. Sounds like..." 2. Cushion - "Money/resources/support, can be important" 3. Question - Who, what, when, where, how.... Never argue with a sales objection. Let them answer it for you.

Resilience is a good building block for dealing with objections. A touch of humor and asking the right questions. Because at the end of the day it's all just business talk. Happy selling!

Ive found that if you create a safe and open sales environment for your team, weekly mock-sales objection workshops do wonders! 'You are rewarded in public for what you practice in private' and if you can set up ongoing workshops - that are taken seriously but also have an element of fun and something the team can look forward to each week - there will be no objection in-field that will throw them off and they will have absolute certainty they can handle anything.