Objection Handling Flashcards
“Our system already does that.”
Acknowledge: That’s good to hear that you implemented something.
Answer: Many companies haven’t taken any steps, and need to catch up.
Ask: When you implemented that system, what were you trying to solve?
“I’m too busy right now…”
Not a problem, I want to respect your time. Let me make sure this is something I should even be calling you back for; what are you currently doing to measure the success of your training programs?
“How much does this cost?”
Good question, at this point, I’m not sure what your current focuses are. The reason for my call today is just to find out whether or not this would even work at your company. To see if you’re a good fit; what systems do you currently have in place to deliver training and coaching?
“Send me some information…”
That’s fantastic! I’m happy to hear you are interested in learning more. But, we have so much information available that the last thing I want to do, as busy as you are, is overwhelm you. We can give you an overview in less than 30 minutes and tailor the conversation to your specific situation. Would there be a good time to discuss it next week?
“My budget is all tied up.”
I get it you’re running a comprehensive operation and it can be costly at this point. Can you give me an idea of what you’re doing to drive effectiveness through your training programs right now?
“We’re too busy…”
That’s exactly why I called; I figured you would be, and I want to find a time that’s more convenient for you. When would it make more sense for you to discuss your enablement initiatives?
“I’m booked up two weeks out and it’s like that for the next 3-4 months.”
Fantastic! Just like many of our other really busy clients, you must have a ton of programs and metrics to keep track of. Can you give me an idea of how you’re getting feedback from your teams on the effectiveness of your programs?
“I’m in contract with a company and I don’t want to try something new until I’m finished with that.”
That’s great that you’re actively doing something. Many of the companies I speak to are not doing anywhere near that. Can you give me an idea of what you’re doing right now?
“We’re happy with your competitor…”
Awesome. If you’re getting great service, you should never think about changing. All I want is a few minutes of your time to learn more about you and see if we’re even a fit. At a minimum, we’ll give you some competitive best practices you can start implementing.
“We already use an LMS.”
LMS is great for compliance and process training and checking off a box but:
We’re in a different space. We’re more concerned with ongoing coaching and reinforcement, leveraging data and analytics to help you identify knowledge and execution gaps so you can deliver relevant training when it matters then tying those learning outcomes to business outcomes.
“We already have an internal training program.”
Great. Most companies we work with have existing training programs. We’re not a training program or tool but a platform.
So we are only a platform, so we take your existing programs and content to help you identify knowledge and execution gaps to help you deliver relevant training/content when it matters to your reps.
Then we take those learning outcomes and help you tie them to business outcomes (you get to define what those business outcomes are), so we work great with your training programs/systems.
“We’re all set with what we have…”
“Great to hear. Really quick question, what are you currently doing to be all set?”
We already train our sales reps…
Great, I’d assume you use an LMS for on-boarding and training right? [PAUSE] What do you use for their on-going development and how do you measure if the training was effective or not?
Who? Calling from where?
Training: We are a sales readiness platform - we help companies like linkedin and AWS identify and close knowledge gaps to ensure long-term retention of the knowledge that is being delivered to customer-facing reps (whether that’s repositioning, coaching, training, or product updates) so you can maximize the impact of training / learning and tie training / learning outcomes to revenue outcomes.
Revenue: We are a sales readiness platform - we help companies like linkedin and AWS identify and close knowledge gaps to ensure long-term retention of the knowledge that is being delivering to customer-facing reps (whether that’s repositioning, coaching, training, or product updates) so you can maximize the impact of training / learning and reduce time to productivity for new reps while up-leveling revenue growth generated by your existing reps
–tie sales training or coaching / learning outcomes to revenue outcomes.
textbook example
We have worked with many similar companies on knowledge retention —–. It may be helpful to walk you though some of the use cases we are seeing. Would you be open to learning more Thursday or Friday afternoon at (TIME)?
We already have an amazing — system.
Glad to hear that you have already thought about this, puts you ahead of the curve. Many companies that have a great —- program/system in place typically have a great system for (new topic) - ask related question
