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

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

Posted by Dave Kurlan on Wed, Nov 07, 2012 @ 08:11 AM

liarI would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), which may have been lost in the sea of mutual attack ads and name-calling.

In an interview with Rolling Stone, President Obama said that Mitt Romney was a bullshitter. That was a very rare, public choice of words for a sitting president, but on its own, I don't have an issue with it.  On another occasion, Obama's campaign manager called Romney a felon.  Were those name-calling instances part of a carefully planned campaign strategy?  New attack slogans?  Lies?  Truths?  Spin?  Comedy?  Does it really matter?  Will anyone even remember?

Last week, Obama's campaign called Romney a great salesman and added that what he was selling wasn't any good.  In other words, "Don't believe a word he says."  So, if we connect the dots what do we get?

          • Salesman = bullshitter
          • Salesman = liar
          • Salesman = felon

Perfect timing.  Just when there was hope that the profession of selling was getting its act together - taking itself more seriously, becoming more professional, embracing integrity, evaluations, metrics, training and coaching - an elected official, of all people, undoes it with three instances of name-calling.  We need to present our products and services in the best possible light and must do that without name-calling.  When we attack a competitor, it doesn't discredit them as much as it discredits us.  Was the President discredited as a result of the name calling?  Probably not.  By the 11th hour of the campaign, most people were so sick of the attacks from both candidates that they had stopped listening.  Your prospects may stop listening to you too if you slam your competitor!  There is a vast difference between comparing your strengths and a competitor's legitimate weaknesses, versus calling them names.  Here are ten references to competitors that I've heard salespeople use:  

            • morons,
            • incompetent,
            • lazy,
            • unreliable,
            • insensitive,
            • liars,
            • con artists,
            • jerks,
            • greedy  
            • rude.
Let's hope that nobody remembers what just happened and that slamming the competition doesn't become acceptable. 

Topics: sales presentations, salespeople, romney, name-calling, professional sales

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight 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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