From the desk of Rowe Morehouse

Regarding “Sales Likelihood Calculator” …

Here's how to interpret your score for after you play the game, and word-for-word things you can say in your next sales conversation, based on what you've learned:

⇨  https://objections.dog/score

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Handling Objections

Handling Objections is the name of this site, but it's also an activity or component of any sales process or methodology.

Objection handling (aka overcoming objections) is when a salesperson speaks to a prospect's concerns about a product in order to educate, persuade, and advance the sale toward the close. It's a natural part of any sales conversation.

HEY LOOK I'M A TECH GUY, BUT A BIG part of my job as an agency owner is something called "Sales Enablement" – where I generate a ton of sales training and tactical sales materials (mostly documents) meant to help people improve at sales and selling. I do this for my own reps who I manage, and I also do this for my clients' sales teams.

It's a lot of writing. Pitch templates, sales playbooks, talk-tracks, discovery questions, sales rebuttals, cold call scripts, battlecards, pipeline management SOPs, etc. That means I spend like weeks at time, doing this all day long.

Now that may sound boring to you, but it's utterly fascinating to me!

Just take for example any software-as-a-service product. You probably have a few that you pay a monthly subscription fee for.

What I do is translate software product features into benefit statements that are hyper-targeted to resonate with specific personas in specific vertical markets. Like a vice president, at a specific type of company – for example – who has a business problem to fix, or a compelling event that is prompting him or her to look for a solution.

THEN I TRAIN salespeople, business owners, founders, & executives on exactly how and when to use the best benefit statements during sales conversations. That, along with a lot of other functional go-to-market strategies & RevOps approaches.

The core of what I deliver is "value messaging" and "ROI impact phrases," then the handling of objections to block & tackle around that. That's for reps, but it starts at the top – if you can't explain it, how can you expect them to.

Your messaging as perceived by your investors is even more important.

LOOK, YOU DON'T JUST GIVE DEMOS. You're an exec, founder or salesperson, not a "demo giver." You have to crisply define the value proposition for each one of your core product features – using ROI impact metrics that your prospects understand and use internally. You'd think this would be easy, but so many companies get it wrong!

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For example: Marketing and sales departments are often saying totally different things – and sometimes none if it even makes sense – like some baloney like: "Game changer AI enabled takes it to the next level, hands down!"

Nah. You have real prospects who need real value messaging. Ask yourself: Can your CEO can clearly state a crisp value proposition for your product, and if so, is marketing AND sales both saying it the same way? … or do you have a mish-mash of language half written by past "copywriters" or social media managers who have never worked in sales and don't know what your prospective customer needs to hear in order to buy.

That's not necessarily your job (or maybe it is?) – but at least YOU should be saying the right things so that YOU are effective in your sales efforts and you increase your own $$$ personal income.

🔥 I want to show you all this stuff! … I've come up with a lot of unique scripts, templates, and approaches – the brass-tacks sh*t that you need inside your fancy AI salestech stack in order for it to really crank. I've done so much technical integration with new apps like Clay, Seamless, Common Room, Sendspark, Instantly, and of course HubSpot, SFDC, et. al.

It's just like GenAI: garbage in = garbage out. You have to have golden versions of your messaging in order to benefit from your tech-stack, just like how your prompts and custom instructions impact your AI results. Setting up the tech is the easy part.

In the meantime, you can have a look at my "Sales Likelihood Calculator" – a little game I made based on MEDDPICC that helps sales reps, biz owners, & founders to think about their deals and the opportunities in their pipeline. #1 on Product Hunt.

Have fun, and watch this space! … releasing more stuff soon.

⇧  Objections.Dog

Links on this page:

¹ https://objections.dog/sales-tips/cold-call-script-examples
² https://objections.dog/sales-tips/handling-of-objections-in-sales
³ https://objections.dog/meddpicc-sales-calculator