Sales Coaching Tip – The Real Cost of Objections

Sales Coaching Tip – The Real Cost of Client Objections

Sometimes your sales team members don’t ask clients about their objections because they don’t see value in asking. Yet, if your team really knew the cost of not asking, their behaviour would probably be different.

To discover what your sales team members think is the effect of not asking about client objections, ask them questions to help them think more deeply about the effects of client objections.

During your sales coaching sessions, you might ask some questions like:

• “What will it cost (not only in terms of money) them in the long run?”
• “What would be the worst case scenario for them?”
• “How is the other product cheaper for them in the big picture?”
• “What would be the problem if they went with the cheaper one?”
• “What kind of time would they lose if they got the cheaper one?”
• “What would be the costs to the client if they didn’t buy?”

By asking a few targeted sales coaching questions, you can help your team think through and discover the benefits of discussing objections further with clients.

Who on your team is not helping clients with objections as well as they could?

How can you help them help clients better understand the costs involved?

How can you help them to be more proactive with clients about the costs of them not asking about objections?