Following the very successful delivery of a 6 part series of linked workshops during July & August, Red Ochre will be repeating the series in October for the Directory of Social Change. The workshops will kick off on the 5th of October, each is 2 hours long and delivered online. Read more »
Prepare for objections
I recently read a piece on preparing for objections in sales pitches. It was a very simple summary I thought I’d share.
The most common objections fall into four basic themes:
Budget: “We just don’t have the budget.”
Authority: “I need to consult with X.”
Need: “I’m happy with my current solution.”
Time: “We’re too busy right now.”
Be prepared to discuss each objection, ideally framing it in terms of how that objection reveals a need for your product or service. For instance, if your product can save a customer money, that’s a great counter to the lack of budget objection.
To read more search for the Small Business Guide at Salesforce.