CRM insights to prepare for sales objections and rejections
Preparing for sales objections and rejections is a critical aspect of successful customer relationship management (CRM). Here are some insights to help you prepare for handling objections and rejections in sales based on my personal experiences as a Realtor in a highly competitive market.
The below observations can be relevant for any sales representatives and their trainers.
1. Observe market trends & identify Common Objections: Observe market trends and customer interactions to identify common objections that prospects raise. This analysis can help you anticipate objections and tailor your sales approach to address them proactively.
2. Customer Segmentation: Utilize CRM data to segment customers based on their buying behavior, their choice of housing, the size, the location or other relevant criteria. This segmentation can help you tailor your messaging for cold calls and address specific objections that are commonly raised within each segment.
3. Sales Playbooks: Develop sales playbooks within your CRM system that outline objection-handling strategies for different scenarios. These playbooks can provide realtors with guidance on how to address objections and rejections effectively based on historical data and best practices.
4. Knowledge Base Integration: Integrate your CRM system with a knowledge base or a repository of objection-handling materials. This integration can provide realtors with quick access to relevant resources, such as objection-handling scripts, case studies, and competitive comparisons, to support their responses to objections.
5. Training and Coaching: Leverage CRM insights to identify areas where realtors may need additional training and coaching on objection-handling techniques.
A) Direct sales/marketing (Door knocking or dtd sales)
Effective door-to-door sales processes are based on several key pillars, including preparation, prospecting, presenting, handling objections, and closing the sale.
I remember the door knocking exercise we had, where we were being thrown at an unknown pool of people with unexpected queries and responses, this not only developed our confidence but also taught us practically how to handle objections and rejections and sometimes the activity helped in getting you a customer(voila!!! Ka-boom!!!)
B) Cold calling
Cold calling is a form of sales solicitation from businesses to customers who've never interacted with the salesperson making the call. It generally refers to phone-based conversations (hence cold calling) but technically covers in-person door-to-door interactions, too.
As a coach, use CRM data to track the effectiveness of training initiatives and continually refine your sales team's skills in addressing objections and rejections.
6. Feedback Loop : Encourage realtors to log objections and rejections in the CRM system, along with details about how they were addressed. This information can be used to refine objection-handling strategies, update sales playbooks, and provide targeted coaching to improve the team's performance.
7. Continuous Improvement: Regularly analyze CRM data to identify trends in objections and rejections. Use this information to refine your sales strategies, messaging, and offerings to proactively address common objections and minimize rejections.
By leveraging CRM insights and data, you can empower your sales team to anticipate objections, tailor their approach to individual customers, and handle objections effectively, ultimately leading to improved sales performance and customer satisfaction.
