Dealing with objections. 5 tips for beginners (tested on me)

Anastasia Kurylenko

Commercial Director of Rubryka

LYRICS: Nightmarish.

Sticky palms, palpitations, and eyes wide with fear don't mean Halloween. This is my first encounter with a client's objections.

Before going directly to sales, I worked "on the other side of the barricades" as a PR specialist and communicator. And I myself was looking for free placement, refusing the media to cooperate commercially. Sometimes I did it because there was no budget, but more often because I wasn't sure that "it's worth it." Agreeing, actually extorting money from the management for the publication, convincing of all the benefits, and then worrying that the result will be as expected. "As if!" I often thought.

And karma, you know, remembers everything. That's why, when I started working on the sale of advertising integrations with the media, I often heard my own phrases from customers:

• "Sorry, we don't have a budget";
• "I'm sorry, it's not time now";
• "Thank you, but we don't care";
• and so on in a hellish circle of objections.