How to handle the “I’ve heard bad things about your company” objection
“I’ve heard bad things about your company” is a tough sales objection to overcome. Whether your prospect has read negative reviews or they heard something bad from a friend or colleague, it makes it significantly harder to sell to them.
There are four situations you might find yourself in when a prospect thinks your company sucks. I cover them all in our latest article on the Close blog, “How to Overcome a Terrible Reputation and Make Sales”.
The first step is identify the source, and most importantly be sure you really understand what exactly they’re concerned about.
Then you categorize their concern into one of these:
- The information was correct, but it’s outdated
- The information is partially true
- The information is wrong
- The information is right
Depending upon which category the prospect’s concern falls into, you proceed with the next step in moving the sales conversation forward (potentially all the way to the close).