In this episode of Altar of the Demo Gods, hosts Keith and John dive into the art of handling objections in sales, with a focus on technical objections. They share their experiences and strategies for addressing objections effectively, emphasizing the importance of understanding the root cause and business value behind objections.
Key Takeaways:
– Building relationships and doing thorough homework can make overcoming objections easier.
– The “3 Whys” approach (Why do anything, Why my solution, Why now) can help navigate objections.
– Knowing when to walk away from a deal is crucial for maintaining a positive partnership.
Join Keith and John as they discuss real-life scenarios, share practical tips, and explore the nuances of objection handling in sales. Stay tuned for the next episode where they delve into the discovery process and gathering customer requirements.