Objections vs. Conditions & Seeking to Understand
Objection vs Condition
● Challenging objections is fine and may be constructive.
● Challenging conditions is not fine. It only demonstrates a lack of empathy and EQ and shows that your agenda matters more than the client’s agenda.
● The inability to distinguish an objection from a condition indicates a lower level salesperson and is very local/transactional in nature.
● It is fine to question the DM to learn more about the nature of the issue (out of curiosity rather than agenda).
Seeking to Understand
In order to distinguish between an objection and a condition, we ask questions to seek to understand. By asking questions to better understand we can determine whether the concern is indeed a condition in the business that will prevent us from coauthoring a solution or merely an objection.
Michael Herlache MBA
Michael Herlache MBA is a Midmarket Account Executive at a leading publicly traded AdTech company. He lives in his home in Scottsdale, Arizona with his wife, Svitlana. Michael has an MBA in Finance from Texas A&M University and has a background in financial sales and more recently, technology sales.
Michael has closed over $1M in revenue in the local, franchise, and franchise full service (clearinghouse) role. From the local org, Michael was promoted to the multi-location org into the role of a midmarket AE. In his first two quarters in the midmarket role he was 75% and the 120% of quota even during the COVID pandemic and is pacing for 105% of quota in Q4. He has gone through month long MM/Enterprise training in the multi-location org designed to teach the Enterprise sales process & product.
Michael has completed Enterprise Sales School with Pavilion as taught by the software sales leader in the field, Ian Koniak.
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