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Handle Sales Call Objections with Real-Time Sales Coaching Software

J.A.R.V.I.S.

One of the most common objections we face here at Abstrakt is something to the effect of “Wont my reps get annoyed by Abstrakt helping them?” We simply remind them of J.A.R.V.I.S.

Another objection we often hear is something like “could Abstrakt even be used for senior reps who already know how to handle every objection thrown their way?”

Abstrakt tells us exactly how to handle that. When the prospect mentions that on a call, our response simply appears in our Recommended Responses. That’s the beauty of Abstrakt, a real-time sales coaching software.

Why is it needed you might ask? It serves as a reminder that even the most successful people in the world need help sometimes. It’s all situational based.

Iron Man has J.A.R.V.I.S, your sales team should have Abstrakt.

 

Let’s Dive In

Let me share a personal story with you from last week. It was Tuesday morning, and the night before my son had not slept due to a lovely new molar. My wife being five months pregnant, I was not about to interrupt the little sleep she was getting. That means I was on teething duty all night.

After maybe two hours of sleep, I got on a plane for five hours from Phoenix to Atlanta. Arguably one of the worst plane rides I have ever experienced due to turbulence. It consistently made the plane feel like it was falling out of the sky. Plane lands in the airport. I rush off the plane to try and find an outlet. I need to plug my computer in and I have three minutes before my demo is supposed to start. No sleep, feeling like I was going to puke, and stress of running a demo in an airport.

It may sound extreme, but that is life.

I share this story because ultimately I have been in sales for eight years. I generally knock most opportunities out of the park. But there are days like the one last week that formed the perfect storm for me. I had every excuse possible when it came to explaining why I was not able to close that deal.

If our organization had grown reliant upon sales enablement to train me, and conversational intelligence software to report my mistakes I would have for sure lost that opportunity. That being said, I had Abstrakt running and it kept me on track with real-time sales coaching.

We won the deal.

 

Handling Objections

Candidly, when I hear “Wont my reps get annoyed by Abstrakt helping them”, it is always a bit of a surprise to me. We rely on technology so much in our everyday lives, what’s the difference with sales and recommended responses?

We rely on our cars to automatically brake for us when the car senses we are going too fast and there is a car close. The same pilots we place our trust in every time we step on a plane have a Heads Up Display showing them the important metrics. They absolutely cannot forget to pay attention to those, even though they can most likely do it with their eyes closed. Our computers, phones, tablets, and even appliances are notifying us of things we should be paying attention to.

Why should real-time sales coaching software be any different?

Handling objections becomes second nature when you are a seasoned sales professional. But there are always good days and bad days. Technology is there to guide us to become even better than the day before, so why not give it a try.

 

Abstrakt is built for Sales Reps

We typically face those objections at the sales leadership level, but then when sales development representatives start using Abstrakt they fall in love with it.

Why? Because they no longer have to take notes, they no longer have to have 27 different tabs open, and they no longer have to quickly search their companies wiki. They can focus on the conversation in front of them, and allow real-time sales coaching software to deliver the things they need to achieve the outcome they want. 

We want technology to help us, in the moment, in every other aspect of our lives. But then contemplate or are hesitant to a world where technology is only reactive in any business to business application.

Ask your team if the next time they are on a sales call handling objections. Wouldn’t they want something like J.A.R.V.I.S sitting next to them ensuring they crush their quota? 

The only reps on your team who say “no” are the ones probably next in line to be removed from your team in the first place.

Handle objections like a pro with real-time sales coaching that provides recommended responses when you need them the most. Try Abstrakt.

Author

Greg Reffner - CEO

As one of the very first power users of Conversational Intelligence as an Account Executive, Greg fell in love with how technology enabled his success. As Abstrakt's leader, his vision and "why" is to help every sales rep and leader avoid the pain of missing their number.