Objections are part of sales the sales development process. A big part. But they shouldn’t defeat you on your mission to build relationships and provide value.
How can you overcome tough obstacles and convince prospects to give you a chance?
Let’s start with a familiar scenario…
You reach out to a prospect but you’ve yet to hear back.
You even send them a sales email with a charging hippo.
This email finally received a response…but it’s not promising. In fact, this is where most people would become defeated and move on.
But not Sean.
He drafted a great follow-up email – turning a negative response into a live demo:
1. Demonstrate Your Value
The body of Sean’s next email is short and sweet, but carefully crafted. He references companies in similar industries and clearly explains the ROI.
Take a look:
He also includes three screenshots of the tool he’s selling as it sources accurate information about the prospect and their company.
First, he drops in a picture of their LinkedIn profile, and a quick export to SalesLoft:
He then screenshots the prospect’s accurate contact and company info within the tool:
Finally, a screenshot of accurate contact information and details about him and the company with a simple option to export to CRM:
With just a few sentences and pictures, Sean portrays clear imagery of the product capabilities that he’s selling.
2. Be Quick On Your Feet
Scores of sales professionals send bland emails. Set yourself apart by focusing on minor, but important details that will make you more relatable.
This is how Sean closed the email…
You’re probably wondering where the “human” link is directed.
It takes the reader to a recent blog post about how being human in sales isn’t enough, but pairing with technology can make you a hero (like this guy…)
It not only relates to the first email, but provides a link to a potentially valuable resource. And one that backs up the tool he’s selling.
3. Schedule The Demo
Sure enough, the prospect responded. And this time it’s positive:
It’s open and it gives Sean the ability to take the next step in the sales process. What was initially a solid ‘no,’ transitioned into an opportunity.
Tags: Best Practices