How to Role Play Objections
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The document provides guidance on how to role play objections when practicing sales skills. It includes creating an objections list and responses, then practicing solo, with peers, or with a coach. The role plays should involve common objections like being too busy or not having budget, and responses should ask questions to further understand the prospect's needs and open a dialogue. The goal is to have an initial conversation and learn about each other in case the prospect needs changes in the future.
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How to Role Play Objections
- 1. How to Role Play Objections
- 2. Create Objections List Create Objection Responses How to Practice
- 3. • I am busy right now. • I am not interested. • We do not have budget/money right now. • We already use somebody for that. • We are not looking to make any changes right now. • Just send me your information. • You are too expensive. • Call me back in X months.
- 4. Create Objections List Create Objection Responses How to Practice
- 7. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE
- 8. I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE I understand. If I could ask you real quick: • How difficult is it to teach reps everything they need to say? • Do you need to decrease the time it takes to get sales reps ramped up and producing? • How much pressure is there to get reps performing better? • Is the training department getting the credit it deserves?
- 9. I understand. If I could ask you real quick: • Are you all using any type of sales scripts or sales playbook? • Do you use and teach any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? • How many sales reps do you have? • Are you doing any type of cold outreach? • When was the last time you considered other options in this area? • Are you the right person to discuss this area with? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.
- 10. I understand. And I want you to know that I am not reaching out to you to try to sign you up or sell you anything. More so, we are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn a little more about you and possibly share some information about us. That way, when you begin your budget planning or when your are needing to make a change, you can know who we are and how we can help. Are you open to putting a brief conversation on the calendar? It does not have to be this week or next, we are not going anywhere. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.
- 12. Create Objections List Create Objection Responses How to Practice
- 13. Practice Solo
- 14. Practice With a Peer
- 15. Peer with a Coach
- 17. Try Sales Simulator for free with our free trial www.salesscripter.com/sales-role-play-software
- 19. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 21. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 23. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 25. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 27. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 29. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 30. Get your copy here https://www.amazon.com/dp/0578615762
Notas do Editor
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. I am busy right now. Who are you with? What is this in regards to? I am not interested. Just send me some information. We already use somebody. We are not looking to make a change right now. We do not have any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.