Matt Ryder argues sales teams should focus on handling objections well instead of trying to prevent them all. Most reps lack basic skills to handle concerns, and over-preventing actually lengthens calls and kills deals.
If you're still doing this in sales, then you're stuck in 2009. Everyone's talking about objection prevention and going like you need to just not get objections. In reality, everybody will give you objections and it's looking at them in the wrong way that I think people go wrong. So they're just concerns and most people don't know how to handle even like the most basic of concern. And so you need to have a good objection handling process. Otherwise you're just going to end up losing deals to people who have like the slightest concern because you spent so much time trying to pre handle them that your calls now gone for two hours, you've induced to think about it bad at objection and you haven't learned the skills to be able to actually overcome that consistently. So yes, it's good to prevent objections, but you would inevitably get them. So if you just push that to the side and pretend like it's not going to happen, then you're living in the land of like rainbows and unicorns and it's just a stupid way of doing things.
