{
  "version": "1.0.0",
  "segments": [
    {
      "speaker": "Jorge Chavez",
      "startTime": "1.8399999",
      "endTime": "26.914999",
      "body": "Welcome to the Topaz Sales Consulting Podcast. I'm your host, Jorge Chavez, and in this episode, we're talking about something every sales professional knows all too well: objections. We recently surveyed 1,000 sales professionals to get some data on what's really happening out there in the field. When do objections hit the hardest? Which ones stop deals cold?"
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "27.529999",
      "endTime": "47.595",
      "body": "And, most importantly, what sets successful salespeople apart when navigating them? The results were pretty interesting. Let's look into some of the best insights we gathered. One of the questions we asked in the survey was, How often are objections showing up? Only 14% of respondents said they rarely encounter them."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "47.675",
      "endTime": "77.045006",
      "body": "That means 86% are running into objections regularly, with one in five saying they face them in almost every sales interaction. Here's the thing: Objections aren't a sign of failure. They're a sign that your buyer is engaged, thinking critically, and weighing their options. But how you respond makes all the difference. Take this scenario: A consulting firm presents a leadership coaching program to a tech company."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "77.845",
      "endTime": "95.39",
      "body": "The CEO loves it. But the COO brings up a concern: Our leaders are stretched thin, and I don't think they have time for this. Now the consultant responds a little defensively. It's only an hour or two a month. Sound familiar?"
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "95.39",
      "endTime": "107.814995",
      "body": "Here's a better way. A buyer facilitator leans in with empathy. Instead of trying to form a rebuttal, they ask a question like this. That's completely fair. Time is a major investment."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "107.975",
      "endTime": "131.295",
      "body": "What kind of impact would this program need to have for your leaders to feel it's worth their time? Boom. Now it's a value conversation, not a scheduling debate. Next, when do objections hit the hardest in the sales process? Survey says 31% struggle most during the proposal or presentation stage."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "131.69499",
      "endTime": "158.935",
      "body": "That moment when all your hard work comes to a head and suddenly a buyer wants to evaluate other options. Don't panic, don't pressure, instead stay curious. Ask this: What specific factors are most important to you when comparing solutions? That moves the conversation forward and reveals what really matters to them. Let's talk about preparedness."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "159.175",
      "endTime": "183.625",
      "body": "Only 19% said they feel very prepared to respond to objections. That's a red flag, because the buyer doesn't care how sharp your pitch is, they care how you respond when the conversation gets tough. So imagine a homeowner worried about renovation disruptions. The contractor says, We'll be quick. It should only take around two days."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "184.825",
      "endTime": "201.76001",
      "body": "That's not a good response. The contractor should ask a follow-up question. Maybe the question could be, What kind of accommodations would make this feel less disruptive for your family? The right question opens the right door. So, what are the most common objections?"
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "202.16",
      "endTime": "228.02",
      "body": "No surprise here. Price concerns are at the top of the list, followed by lack of urgency, budget restrictions, and skepticism about ROI. When a prospect says, We don't have the budget, it often isn't about money, it's about value, or priority, or uncertainty. Try this. If budget weren't a concern, would this be something you'd move forward with?"
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "228.58",
      "endTime": "257.71002",
      "body": "Their answer may uncover what the real issue is. And when it comes to price related objections, only 15% of reps feel very confident reframing that into a value discussion. Instead of defending your price, try exploring their comparison. Here's an example: When you look at our solution versus the competitors, what differences have stood out to you? Let them talk."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "258.19",
      "endTime": "272.95502",
      "body": "Let them compare. That's when real buying decisions take shape. So one of the most interesting stats we uncovered was about training. Only 12% said their current sales training is highly effective at objection handling. Why?"
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "273.115",
      "endTime": "303.265",
      "body": "Because most training teaches product knowledge, not how to navigate buyer resistance. Memorizing specs won't help when someone says, Why should we switch? Ask yourself, Does my team know how to uncover the reason behind objections, or do they just try to bulldoze through them? A few final stats worth noting. 30% said objections often lead to lost deals."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "303.42502",
      "endTime": "327.075",
      "body": "Only 25% feel very comfortable asking the tough questions. And just 21% feel very well equipped with the right tools or scripts to handle objections. That's why we teach the Buyer Facilitator Model. We want you to be well equipped to handle objections from prospects without losing trust. Losing trust kills deals."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "327.475",
      "endTime": "362.295",
      "body": "So, what did we learn? Objections are not obstacles. They invite you to ask better questions, to slow down, and stop struggling to come up with the perfect answer to every objection a prospect brings up. If you want to see the full results and some charts we prepared, head to topazsalesconsulting.com, click on resources and check out the article titled Mastering Sales Objections Insights from 1,000 Sales Professionals. So that's all for now."
    },
    {
      "speaker": "Jorge Chavez",
      "startTime": "362.45502",
      "endTime": "368.74002",
      "body": "As always, thanks for listening. And if you found this information helpful, don't forget to subscribe for more."
    }
  ]
}