Your Objection Problem Might Be a Qualification Problem
Intel Brief
Before adding more objection-handling training, sales teams should examine whether unqualified leads are reaching closers.
One of the biggest disconnects in high-ticket sales is the OBSESSION with objection handling.
There's an endless supply of training on how to overcome objections.
BUT WHY???
How many of the leads showing up to these calls were even properly qualified to begin with?
Because if you're consistently putting people on a closer's calendar who have no business being there...
OF COURSE you're gonna have an "objection" problem.
And instead of fixing the process that's literally PRODUCING all these objections in the first place...
The solution is MORE objection handling training.
L.O.L.
Maybe if even HALF the effort spent teaching reps how to overcome objections was spent figuring out WHY those objections keep showing up...
Reps wouldn't need nearly as much objection handling training to begin with.
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