In this episode of Sales Reinvented, Tim Wackel shares his tried-and-true strategies for navigating objections with confidence. He walks us through common mistakes salespeople make, emphasizing the importance of understanding where objections come from and responding thoughtfully rather than defensively.
Tim breaks down his three-step approach—Understand, Play Back, and Connect—highlighting how to align with the prospect by showing empathy, gaining clarity, and building trust. Listen in to learn how to turn objections into opportunities for connection and build stronger customer relationships in the process.
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In this episode of Sales Reinvented, Melissa Madian dives into the psychology behind objections in sales conversations—specifically how most objections aren’t really about the surface-level concerns expressed by buyers. Instead, they stem from a fear of change and disruption to the status quo. Statements like:
…aren’t about price, complexity, or time. These objections reflect a deeper emotional resistance. So how can sales professionals address these concerns effectively? Melissa shares actionable strategies to help you navigate these hidden fears with empathy and confidence.
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Handling sales objections is a delicate art—one that requires empathy, persistence, and creative problem-solving. Melinda Emerson, a seasoned sales expert, shares her strategies for overcoming objections, shifting conversations from price to value, and building trust with clients.
Her insights offer valuable lessons for sales professionals navigating challenging negotiations, especially with small business owners. In this episode, she explores practical ways to handle objections with empathy and confidence, whether the pushback is about price, decision-making authority, or timing.
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When a prospect voices an objection, it’s easy to assume the issue lies on the surface—whether it’s price, timing, trust, or product fit. But according to Nick Kane, these aren’t always the real obstacles.
Often, the true cause remains hidden beneath what’s initially said. In this episode of Sales Reinvented, Nick emphasizes how understanding the root cause of an objection can turn pushback into a meaningful opportunity for growth.
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