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We conclude our sales objection series with a review of common objections in a number of industries. We won’t be covering every industry, but we’ll go broad enough to cover a range of interactions. We also welcome suggestions to our Twitter page.

Wherever possible, effective responses to the objections will be provided, and a review of how to leverage sales content management software for a variety of interactions will be provided.

In our third installment, we delve into the tricky business of responding to objections. We detail a 3-step strategy to employ, things to always keep in mind, and ways that  predictive data analytics can reshape the entire challenge.

Last time we scraped the surface of sales objections, and why current digital content marketing strategies are reshaping what it means to prepare for objections.

Today we expand on the discussion and detail all of the types of sales objections a seller may face when trying to obtain commitment and close the deal.

Sales reps are expected to effectively overcome objections and add value to the discussion, yet with less information than ever before. Buyers are becoming more empowered with marketing content that dangerously tips the scales of knowledge and puts the seller in a disadvantaged position.

Today we dig into the world of handling objections with a buyer empowered to self-educate and formulate their own unknown buying criteria.

Marketing concepts have come a long way in recent years. Today, customers have shut off the traditional world of marketing by fast-forwarding through television commercials and becoming immune to advertisement banners online (Source: Content Marketing Institute, 2015). Buyers no longer want to hear what marketers have to say. As a result, marketers have been forced to turn to  different tactics in an effort to get buyers to listen to their messages.