Best Non-Sales Video Ever on Handling Objections

Posted by Dave Kurlan on Wed, Dec 17, 2014 @ 09:12 AM

romey-obama

In the past few weeks, I have written a lot about some of the top articles of 2014, but today I want to highlight 8 top audios and videos from the past year.  There is a boatload of good stuff in these video/audio recordings and I strongly urge you to watch.  The best of the bunch is the last one, featuring Bill Whittle, on handling two real-world objections.  If you watch only one video all year, this is the one!

Jim Lobaito, host of BizTalkRadio, interviewed me about Sales Selection in this really fast-paced 30-minute podcast.

Dan McDade interviewed Koka Sexton and me about Leads and Lead Follow Up in this intense 30-minute video.

Evan Carmichal conducted a terrific interview of me in this video where I talked about The Pitch at the 18-minute mark.

Gerhard Gschwandtner interviewed me and we discussed a myriad of sales leadership topics in this short video below:

This video on SOB Quality won a Silver Medal for Top Sales & Marketing Video of 2014.

This Webinar on Mastering the Art of Sales Coaching won a Silver Medal for Top Sales Webinar of 2014.

This Webinar on How to Sell Value in Modern Times was top-rated by its attendees.

Finally, this last video was an after-thought in a 2012 post, but it's still the best video I've seen on handling objections.  It runs for 10 minutes, features Bill Whittle and this is what I wrote in 2012 to introduce the video:

Examples of Addressing Objections

I'd like to share a 15-minute video clip of Bill Whittle.  This is NOT a political statement on my part.  I'm simply sharing HIS two examples of how Romney and Obama should have responded to their critics.  Bill was speaking to a conservative Republican audience.  Forget the politics because this isn't about that in any way, shape or form.  Instead, get the lesson on how objections should be addressed!  The point is that both Romney and Obama went on the defensive and attempted to hide information, and confuse people with their spin on the facts and history.  
  
These are GREAT examples!!!  In the clip, Bill handles both objections (in Romney's case - "you're too rich and can't relate"; and in Obama's case - "Benghazi was a disaster") head on and aggressively takes responsibility for what both were accused of.   At this point, it should go without saying that I advise you to first ask questions to better understand the objection.  Then, at some point, either the original objection or a newly uncovered concern must be addressed.  

It doesn't get any better than this.  It's worth the 10 minutes that it will take to watch.

Topics: Dave Kurlan, sales objections, bill whittle, Obama, romney, best sales video

Two Fantastic Examples of Addressing Sales Objections

Posted by Dave Kurlan on Wed, Dec 05, 2012 @ 08:12 AM

objectionsI'm exposing myself to criticism again today.

It seems that each time I use a political example, I'm attacked for making a political statement.  However, I never made a political statement on this blog and never will.  I simply use examples, from both sides, to illustrate sales lessons.  If you don't need proof, scroll down to the last 2 paragraphs for today's examples.  

If you need it, I'll offer some proof that I don't make political statements.  As you read these, ask yourself whether I'm taking sides or simply pointing out good and bad things the politicians do and subsequently apply those lessons to selling.  Exactly 8 (including today) of the 985 articles, which I've posted to date mention politics or a politician.  By my count, 3 were favorable for Obama, 1 for Ann Romney and Chris Christie, 0 for Mitt Romney, and 3 that were unfavorable for Obama.  Can't get any more balanced than that!

Sales Force Lessons from Gates, Crowley and Obama  

Obama and McCain - Competing Salespeople Fighting for the Big Sale 

Obama and Friends on Stage - Implications for the Sales Force 

Did President Obama Do More Damage to the Image of Salespeople? 

How Dan Pink, The Heaths, George Steinbrenner and Kurlan Might Prepare Your Sales Force for Change 

Two Keys to Selling Success from Ann Romney and Chris Christie 

10 Keys to Solving the Sales Performance Issue 

Examples of Addressing Objections

With those examples out of the way, now I'd like to share a 10-minute video clip of Bill Whittle.  This is NOT a political statement on my part.  I'm simply sharing HIS two examples of how Romney and Obama should have responded to their critics.  Bill's speech is to a conservative Republican audience.  Forget the politics.  It isn't about that for me.  Just get the lesson on how objections should be addressed!  The point was that both Romney and Obama went on the defensive and attempted to hide information, and confuse people with their spin on the facts and history.  
  
These are GREAT examples!!!  In the clip, Bill handles the objections (in Romney's case - "you're too rich and can't relate"; and in Obama's case - "Benghazi was a disaster") head on and aggressively took responsibility for what both were accused of.   While it is still advisable to ask questions to better understand the objection, at some point either the original objection or the newly uncovered concern must be addressed.  It doesn't get any better than this.  It's worth the 10 minutes that it will take to watch.

Thanks to Rocky LaGrone for passing the clip along to me.

Topics: Dave Kurlan, handling objections, bill whittle, president obama, sales and selling

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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