This Quick Take Package includes five research-based micro-videos that will change your attitude toward pushback from prospects. You’ll see objections less as a barrier than an opportunity to reframe the sale and add more value for the customer. And you’ll gain insight into how to address two of the most challenging obstacles salespeople face: customers’ fear of changing the status quo and their reluctance to switch away from their current vendor.
The videos included in this package are:
How to Handle “Deal-Breaker” Objections
In this Quick Take, you will learn what to do when you’re facing a potential deal-breaker objection, why traditional approaches to handling objections can backfire in these situations, and what happens in buyers’ minds when you ask them to defer judgment.
Turning Objections into Objectives
You've just finished making your pitch and the prospect serves up an objection. Your gut reaction is to respond with a counter argument. Stop right there. That instinct might cost you the sale. Fortunately, there is a way to respond in a way that turns the objection into an objective you and your customer can work on together -- and potentially net you a sale in the process. In this Quick Take, you will learn a simple technique that can help you deal with the toughest objections without being offensive, pushy or argumentative.
How to Unseat an Entrenched Competitor
We’ve all faced prospects who tell us, “I’m happy with my current vendor.” But are they really happy or are they just reluctant to hear your pitch because they believe changing vendors will be a hassle? In many cases, entrenched competitors have a huge advantage over you for no other reason other than prospect inertia – the desire not to move because moving requires energy. But top sales people don’t let this stop them from getting a foot in the door. They’ve discovered the secret we’ll reveal in this Quick Take program.
How to Beat Your Toughest Competitor: The Status Quo
It’s hard to sell against the status quo. You can’t do it simply by offering something better. In fact, a study published in Harvard Business Review found that buyers are likely to stick with the status quo even when it’s clearly NOT the best option. In this Quick Take you will learn what makes the status quo option so hard to overcome, why traditional approaches to motivate buyers to change can backfire, and how you can help stuck buyers get unstuck.
How to Turn Shortcomings Into Strengths
In this Quick Take, you will learn why trying to “rebut” an objection diminishes perceived value, why “Yes, because” often works better than “Yes, but” and how to frame shortcomings in a way that actually adds value to what you sell.
This package includesFor each of the Micro-Training videos, you'll also get:
Prove that the learner(s) understand the concept and increase knowledge retention.Discussion Guide
Facilitate a discussion, connecting the concept to your unique challenges.Summary Sheet
Revisit the concept as follow-up or in the moment-of-need.
How do you use this?Multi-video packages are for companies that want to take a deep dive into a single skill area. Each package contains several carefully chosen videos that create an extended learning path. Devoting two to three months to exploring a topic from multiple angles results in more sustained engagement in training, better knowledge retention, and more effective deployment on the job. To kick start Micro-Meetings
Micro-training makes it easy for managers to facilitate meetings where teams develop shared vocabulary and benefit from peer learning.To kick start one-on-one coaching
Micro-training is extremely tactical and it’s a great tool to help managers frame very specific, skill-based coaching interactions.As self-directed learning
Micro-videos are a solution to a specific skill challenge. For example: “How to handle an employee who has a bad attitude,” or “How to handle a price objection.” You have a question. You find the right micro-video. You watch it on your own. You deploy the skill on the job.