Craft Content to Overcome Objections
Your sales playbook can not help you overcome common customer objections, unless it includes compelling, objection-ready, content.
Working in an organization where sales and marketing is aligned is a great asset when seeking to create ‘objection blocking‘ content. Alignment helps you to understand the customer and address objections with a truckload of useful, relevant marketing data.
One common objection faced by sales is customer delay. When a customer shows signs of delaying, a sales person should have a bag of tricks ready to create the necessary sense of urgency.
Your objection-ready content should include:
- A content rich script for voice-mail messages
- A prepared email with screenshots of compelling data
- Relevant links to the company blog
- A video case study that explains why now is not the time to delay
Remember, your job is not just to sell products. You must also create value driven content. Using relevant, well-documented content gives your prospect more than just a single perspective, and creates a sense of trust.