Isolating and Overcoming Final Sales Objections

Updated: October 26, 2010

Do you know what those objections are? Do you know specifically what's keeping them from making a positive step forward?

Is it lack of clarity on the value and ROI of the purchase? If so, have you left the issue of value translation in the prospect's hands, or have you proactively addressed, defined and calculated the positive future of going with your product or service?

Is it getting that last decision-maker on board? If so, how well do you already know that decision-maker, what he/she cares about, and how best to either translate value for them, or isolate and address their specific objections (which may be different from that of your direct buyer)?

Is it a budget issue? If so, without making a concession on price, how do you make it easier for them to buy now? Can you get creative with your own finance team to improve the terms of the deal without making it cheaper? Can you define a specific ROI for whomever holds the purse-strings to make it a win for their objectives as well?

Featured Research
  • 15 Tools for Managing Remote Call Center Agents

    Together, technology and the connective power of the internet are making drastic changes in what a typical work setting looks like today, and many companies are beginning to rely more upon a remote workforce. In fact, according to Global Workplace Analytics, “regular work-at-home, among the non-self-employed population, has grown by 105% since 2005.” more

  • The Business Case for Updating an Aging Phone System

    You may think your business phone system is functional, but is it fully modern? In recent years, telecommunications technology has made major strides. A system that was perfectly serviceable ten years ago—or even five years ago—is now very out-of-date. more

  • 2017 ERP Buyer's Guide

    Among all of the business software applications necessary for business operations, ERP is undoubtedly one of the most important. Making the wrong selection can have a disastrous impact on your accounting, manufacturing, and supply chain. With so much at stake, it is crucial to make a well-informed decision. more

  • 2017 Contact Center Software Trends

    Did you know that, according to Forbes, 86 percent of customers will pay more for a better customer experience? Customer satisfaction is always a worthy business pursuit, but to identify customer preferences and exceed expectations, you must keep pace with innovations in the technology your customers are using. more

  • The Social Intranet: A guide to getting better business results

    This whitepaper describes why the shift from a traditional to a social intranet is imperative to staying competitive, and analyzes the costs and benefits associated with implementing one. You will also find useful KPIs to measure performance and further leverage your intranet's success, raising employee engagement and boosting your competitive advantage. more