The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

No matter what level of sales you’re in, you are bound to encounter objections. In today’s episode of The Sales Evangelist, host Donald Kelly is joined by the co-founder and former owner of Solo Stove, Spencer Jan, for an in-depth look at Spencer’s experience handling his biggest sales objection. But first, what does Spencer consider an objection?  In general, Spencer sees sales objections as a lack of communication; the disconnect of not understanding the other person. When objections arise, it’s not that they’re rejecting you, there’s simply a gap between you and the prospect. In 2016 Spencer and his brother decided to sell their business. When they went to sell, investment bankers and brokers told them their company wasn’t sellable.  They were surprised because the business was very profitable. However, Spencer and his brother didn’t understand their buyer. They realized a buyer wants to invest in a company, not necessarily run it. They aren’t looking to deal with day-to-day problems. And that was the o