Objection: A Problem to Solve or an Opportunity to Understand? In Finance sales, objections are often treated as technical problems to solve. "I don't have the budget." "We already work with another provider for this strategy." "This isn't the right time." "Send me more information." When we hear the word "problem", our instinct is to solve it. How does a salesperson's psychology influence the way objections are handled? Let's be honest. If objections were merely technical pr

Louise Banks, a linguist is enlisted by the US Army to discover how to communicate with extraterrestrials. Arrival, 2016 Why Sales Efforts Fail In my previous insights, I shared two main reasons why sales effort fails: lack of leads, lack of discipline. Now, you’re getting the leads. You’re doing the meetings. You’re presenting your product’s strengths and features and the advantages of working with you… but somehow, only a few people are buying. Frustration buil