Aiming influencers at sales objections

BarbaraInfluencer engagement, Influencer identification, influencer program, Sales performance

An influencer program can be a powerful asset in countering sales objections. Here are a few well-proven tips from our collection of case studies:

1. Compile and prioritize specific sales objections. Don’t accept generalities at the outset. You can generalize later. Start with clear, articulate objections. Get a good sense of frequency, too.

2. Identify external influencers who have both the credibility and the message to address each sales objection. Remember, your focus is finding 3rd party influencers with credibility in the eyes of your customer decision-makers. The “right” influencer is one who has the credibility and already has the counter-argument to the sales objection.

That’s an important point and it bears repeating:

Your role is to find the right influencers — not to manufacture them.

3. Design appropriate vehicles for capturing influencer counter-arguments and conveying them to decision-makers as objections arise.

It’s straightforward and sheer common sense.

Of course, that doesn’t mean it’s easy.