Whack-a-mole objection handling

Even if you masterfully resolved a buyer objection in a meeting last week, you should assume that the same buyer will have new objections this week.

Objection handling (OH) is not a once-in-the-funnel thing; it has to be your throughout-the-funnel obsession.

Proactive and constant probing is the foundation of successful OH solving. View every interaction as an opportunity to learn how your buyer(s) really think about doing a deal with you. Every buyer on the team has a different role and perspective, and that means they have different objections, too.

You can’t deal with them unless you surface them.

Today, create OH probing questions that you’ll feel confident asking a buyer. Here are some starters for you:

"What might derail this deal we’re working on?"

"What about our offering/proposal is a deal-breaker?"

"What do you think is the specific issue we must resolve before marching forward?"

Don’t be a turkey with its head in the sand – or oven – be brave and proactive in understanding what you’re up against.

ASK! Dig.

This inane obstacle exercise played by a bunch of goofballs is a big burst of dimwitted fun. (OMG it’s hilarious…c’mon, break away and watch for a minute or two.)

And while objections and obstacles are slightly different, allow yourself to get sucked up in their antics and remember you’re both playing a slippery game that requires dexterity.