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The Most Powerful 3-Word Phrase for Handling ANY B2B Sales Objection [Video] - SalesStaff - ContactCenterWorld.com Blog

The Most Powerful 3-Word Phrase for Handling ANY B2B Sales Objection [Video]

B2B sales objections come in all shapes and sizes. What the savvy sales pro does that separates them from their peers is to uncover the motivation behind the objection – the subtle part of sales psychology.

There’s an old Salesforce.com blog article that states succinctly the most common causes of sales objections:

  • May simply be lack of knowledge: “We don’t need a mobile solution.”
  • May be a specific, warranted concern: “Your price is higher than everyone else.”
  • May represent a hidden agenda: The customer has a preference or incentive to use a different product but doesn’t say that outright.
  • May be a perception issue: “The Cloud isn’t secure.”
  • We may not be clear about their interests: “That’s not a priority for me this year.”

Depending on your solution, there may be multiple responses to any given B2B sales objection, but sales trainer Bill Cates also points out in the video below that sales pros would be well-served in remembering this short three-word phrase when objections bubble to the surface in the B2B sales process.

Want to know what those magic three words are? Check out this 90-second video for the answer:

Source: http://salesstaff.com/blog/the-most-powerful-3-word-phrase-for-handling-any-b2b-sales-objection-video/

Publish Date: February 29, 2016 5:00 AM


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