Overcoming buyer objections is an essential selling skill that takes time and experience to acquire. This is particularly true for sales teams with a long and complex sales cycle.
There are a few things you need to learn to help you overcome objections and streamline the sales process.
First, you must find ways to make labor savings, one of the most common promises of new products and services, believable. You must also control the conversation so you can prevent objections in the first place. Last but not least, you must learn the language of the CFO so you can persuade the financial team and upper management that what you are selling is worth allocating the money for now rather than later (or never).