Hey everyone! I've noticed sales reps often delay the conversation by saying 'let me get back to you' when they face objections. How do you usually handle objections in real time during sales call? I'm working on solving this problem. Would love to hear your honest experiences and any products that help.
Manu G. this is a classic stalling tactic. Anecdotally in my experience, the reps are equipped to give the right answer (i.e. it's been discussed internally, there's documentation) but more likely they just stumble with confident delivery. It just takes practice -- I've not found a substitute for putting in the time to practice! This is part of a broader challenge we see across sales teams. Reps may know the right answer, but delivering it confidently under pressure is a different skill altogether. We built Atlas Primer to help solve this problem, it's a conversational AI tool that lets reps practice handling objections in real time, in a safe, on-demand environment. Even just a few minutes of targeted practice can make a big difference. Let me know if you'd like to see under the hood?
Broadly - the challenge can be
lack of technical knowledge: the rep doesn't know the stuff, needs to check w product/SE, etc.
lack of process knowledge: could be legal,
confidence & practice: as Paul covered above
tools like cluely are helping with 1 and 2. Atlas might be good to look into for 3. good luck!
As a former sales guy. Its almost always lack of knowledge, And if its not that its fear of giving out the wrong information to the client. best to stall on the call and get it right through Email after crosscheck
Happy to have a chat with you, to discuss how to handle objections: https://calendly.com/thesellingcollective/virtual-coffee