IMPACT Inbound Marketing Agency]

They Ask, You Answer Mastery

A coaching & training program that drives unmatched sales & marketing results.


Sales Performance Mastery

Improve the competencies and close rates of your sales organization.

Web design

Website Mastery

Web design, development & training for your team.


HubSpot Mastery

Everything you need to get the most from HubSpot.

AI Mastery

AI Enablement Mastery

Unlock the power of AI in all aspects of your revenue operations.

Discover how IMPACT’s services can help take your business to the next level. Book a free 30-minute coaching session Book a free 30-minute coaching session
Learning Center
Learning Center

Learning Center

Free resources to help you improve the way you market, sell and grow your business.

[NEW] The Endless Customers Podcast is now available everywhere. Learn how to earn trust & win more customers in the age of AI. Listen Now Listen Now

Free Assessment: How does your sales & marketing measure up?

Close Bottom Left Popup Offer

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.
Jason Swenk

By Jason Swenk

Jul 5, 2018


Contributor Coaches, Consultants & Strategists Inbound Sales
Join 40,000+ sales and marketing pros who receive our weekly newsletter.

Get the most relevant, actionable digital sales and marketing insights you need to make smarter decisions faster... all in under five minutes.

Thanks, stay tuned for our upcoming edition.
Contributor  |   Coaches, Consultants & Strategists  |   Inbound Sales

How to Turn Sales Objection Into Opportunity: Agency Sales Series [+Video]

Jason Swenk

By Jason Swenk

Jul 5, 2018

How to Turn Sales Objection Into Opportunity: Agency Sales Series [+Video]

Have you ever felt like your proposal really knocked it out of the park, only to have the prospect put you off?

It has happened to all of us at one time or another. (Probably more times than we’d care to admit.)

You put a ton of time, energy, and effort into a stellar proposal and then you’re hit with a lackluster response… Something like, “let me talk to my partner” or “let me see if we have the money” or my personal favorite, “send me more information.”  

Are these responses put-offs or simply  objections that can be flipped into something positive?

A really knock-it-out-of-the-park marketing agency proposal answers questions before they’re asked.  Being transparent by sharing your exact process builds more trust.

Of course, questions will still be asked and objections will still be raised, but if your proposal answers 90% of the unasked questions, you’re so close!

That’s when the agency salesperson can come through on the extra 10% and bring it to the finish line.

I firmly believe there are no bad agency clients; only bad prospects or a bad process.

My N.B.A.T. strategy for qualifying your new agency prospects helps eliminate most of the tire-kickers and time-wasters. However, even with a buttoned-up qualification process, a bad prospect still sometimes squeezes through the cracks.

Tire-kickers vs Time-wasters

So, how do you know if your prospect has a true objection or is just wasting your time?

Honestly, there’s a small part of it that requires a finely-tuned BS meter :) However, there are some tactics you can apply to get to the bottom of things faster, easier, and turn more no’s and maybe’s into yes’s.

I’ll be covering some sales objection handling strategies in this series of articles for IMPACT.

So, let’s start with my personal favorite… “send me more information.” 

When your prospect gives you this line, it means one of two things. Either:

  1. something is missing or
  2. you’re just getting nicely blown off.

It can be difficult to know which case you’re dealing with.

This is why n I tell my clients to always ask: WHAT, WHEN, and WHY.

These three simple questions will help you determine whether you need to help your prospect overcome a hang-up or whether they’re putting you off.

When you hear “send me more Information,” here’s what you should ask the prospect:

  1. “WHAT information would you like me to send you?”

This helps you determine what might be missing from your proposal and what else they need to know before they can say yes. Sometimes we’re just too close to the business and don’t realize we aren’t sharing as much as necessary in order to make an easy decision for the prospect.

  1. “WHEN would you like me to send the information?”

Maybe they are trying to meet a specific deadline or achieve a time-sensitive goal. You want to follow-up with the right information at the right time in order to increase your chances of working together.

  1. “WHY do you need this additional information?”

This will help you understand more of the specific goals the prospect is trying to achieve. It might also reveal if you’re speaking to the right decision-maker or not. Perhaps the person you’re working with will say they need more information to pass along to their boss or business partner. You need to get in front of the right person or people to answer questions accurately.

Now, if someone is just blowing you off they won't have good answers to these questions.

They’ll respond generically or fumble through their answers.

On the other hand, a good prospect, who is genuinely interested in working with your agency, will have a very specific piece of information they’re requesting, as well as a timeline and reason.

That's how you’ll see if they're the real deal and whether they're worth your time... But it doesn’t stop there!

Next, assuming this is still a legitimate prospect, you’ll obviously agree to send the information, but make sure to set up the next meeting right then and there.

Get commitment upfront. That's how you're going to close more business and stop wasting time on the wrong prospects.

Stay tuned for part 2 in my agency sales objection series next month!

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.
/* Infinite Scroll - Disabled on Articles to allow people to scroll to bottom page CTA */