Vertical Buyer Objections

Getting crushed by buyer's objections?

Take your objection handing from rookie to expert by doing this one thing.

Here's the secret:

80% of your buyer's objections are repeated over and over in every sale.

And because they're the same, you can diffuse 100% of them.

Here's how:

In marketing:

> Get client testimonials, case studies and proof points that resolve each specific objection.

> Add this content to your marketing materials (heads off objections before buyers even speak with your sellers)

In sales:

> Develop client stories and data that disarm the buyer's objection when it comes up.

> Train your sellers in how & when to tell these client stories.

Here's an action plan:

1/ Collect your most common objections that come up in the sales process (speak with sales, Gong calls, etc.)

2/ Source testimonials, case studies and proof points that diffuse the objections

3/ Make them available throughout the marketing and sales process

Have a great day!

CQ

Frequently Asked Questions

Why do most buyer objections feel so predictable across sales calls?

Because roughly 80% of objections repeat over and over in every sale. The same handful of concerns show up again and again, meaning they can be prepared for in advance instead of handled reactively each time.

How should marketing get ahead of these repeated objections before a sales conversation even starts?

By gathering client testimonials, case studies, and proof points that directly resolve each specific objection, then embedding that content into marketing materials so objections get addressed before buyers even speak with sellers.

How should sales handle these same objections once they come up in a live conversation?

By developing specific client stories and data that disarm each objection directly, then training sellers on how and when to tell those stories so the response feels natural rather than rehearsed.

What's the first step in the action plan for improving objection handling?

Collecting the most common objections that come up in the sales process, drawing on conversations with the sales team or tools like Gong calls to identify exactly which objections repeat most often.

What's the actual payoff of following this full action plan?

Diffusing 100% of the predictable objections, since they're addressed proactively through marketing content and prepared sales stories rather than being met with improvised, inconsistent responses each time they arise.