{"id":2351,"date":"2018-12-07T17:30:00","date_gmt":"2018-12-07T22:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/bad-experience-objection\/"},"modified":"2023-04-18T13:11:28","modified_gmt":"2023-04-18T17:11:28","slug":"bad-experience-objection","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/bad-experience-objection\/","title":{"rendered":"How to Handle the &#8220;We Had a Bad Experience&#8221; Objection"},"content":{"rendered":"<div>\n <img decoding=\"async\" src=\"https:\/\/www.primaressource.com\/hubfs\/Imported_Blog_Media\/Untitled%20design%20(13)-3.png\" alt=\"Handling the bad experience objection - Prima Resource\"><\/div>\n<p>Objections take on many forms. Some prospects say \u201cit\u2019s too expensive.\u201d Let\u2019s now look at the \u201cMy last experience wasn\u2019t great\u201d objection and see how we can lower resistance.<\/p>\n<p>This&nbsp;<a href=\"\/en\/sales-objections\" target=\"_blank\" rel=\"noopener\">sales objection<\/a> doesn\u2019t come up often. Usually, when a prospect has had a bad experience with your competitor, they\u2019re happy to talk to you.<\/p>\n<p>However, in some cases, maybe in a \u201cwhy\u201d sales where they purchase wasn&#8217;t planned (as opposed to \u201cwhy me\u201d), a bad experience with a competitor can turn off a prospect completely.<\/p>\n<p><!--more--><\/p>\n<p><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-ad2eef16-900e-4823-a788-6aa637c9bbb5\"><span class=\"hs-cta-node hs-cta-ad2eef16-900e-4823-a788-6aa637c9bbb5\" id=\"hs-cta-ad2eef16-900e-4823-a788-6aa637c9bbb5\" style=\"text-align: center\" data-hs-drop=\"true\"><a id=\"cta_button_ad2eef16-900e-4823-a788-6aa637c9bbb5\" class=\"cta_button\" href=\"https:\/\/go.primaressource.com\/en\/21-sales-core-competencies\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" id=\"hs-cta-img-ad2eef16-900e-4823-a788-6aa637c9bbb5\" class=\"hs-cta-img \" style=\"border-width: 0px;margin: 20px auto\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2019\/08\/ad2eef16-900e-4823-a788-6aa637c9bbb5.png\"><\/a><\/span><\/span><\/p>\n<h2><span style=\"font-size: 36px\">Ask open-ended questions<\/span><\/h2>\n<p>First, the fact that your prospect is sitting there in front of you despite their lousy experience means that they\u2019re still open to the idea of doing business. If not, your potential client wouldn\u2019t be there.<\/p>\n<p>Second, it\u2019s imperative that you seize this moment to ask open questions and figure out why the previous experience got derailed.<\/p>\n<p>Ultimately, the client is in control of telling you the truth. If you keep <a href=\"\/en\/consultative-selling-questions\" target=\"_blank\" rel=\"noopener\">asking questions<\/a>, and if the prospect has come to you in good faith, eventually they will tell you what happened with the previous rep.<\/p>\n<h2><span style=\"font-size: 36px\">What can go wrong between a rep and a prospect?<\/span><\/h2>\n<p>Even if your prospect has had a previous bad experience, he or she is still willing to meet with you. So, make the most of it!<\/p>\n<p>Though they might have their guard up, keep digging until you expose the reasons why their previous relationship went sour:<\/p>\n<ul>\n<li>Inconsistent communication;<\/li>\n<li>Lack of results due to unspecified goals;<\/li>\n<li>Disagreement over pricing;<\/li>\n<li>Unclear objectives and expectations.<\/li>\n<\/ul>\n<p>Many things can throw off a relationship, and so honesty coupled with clear expectations are essential.<\/p>\n<h2><span style=\"font-size: 36px\">The importance of a specific plan<\/span><\/h2>\n<p>The reasons for a relationship going sour, as listed above, are all connected \u2014 for example, pricing. You must be direct with the prospect and make sure to establish a financial plan based on specific objectives, a plan which must be regularly reviewed to be sure it remains realistic.<\/p>\n<p>There\u2019s a good chance that somewhere along the sales process, plans or details will change. Maintain regular conversations, continue to be direct and forthcoming concerning pricing, and keep aiming for specific objectives.<\/p>\n<p>The results will be positive as the client will be better off due to your honesty.<\/p>\n<h2><span style=\"font-size: 36px\">It\u2019s not me. It\u2019s you.<\/span><\/h2>\n<p>Everyone has had a bad experience with a rep at least once. A car salesperson, consultant, insurance, etc., and so we accept at face value when a person blames a representative for a failed business deal.<\/p>\n<p>However, your client may be the person at fault and may try manipulating or take advantage of you the same way they did with the previous rep. They may have unreasonable expectations of you. If, after a detailed and honest deliberation, the client gives you a ten-thousand-dollar budget, the client can\u2019t turn around at the end of the process and expect one million-dollar results.<\/p>\n<p>Asking open-ended questions at the <a href=\"\/en\/linkedin-prospecting\" target=\"_blank\" rel=\"noopener\">prospecting<\/a> stage is paramount, not only for the client\u2019s sake but for your sake as well. If you\u2019re not able to recognize an unsatisfiable client, you\u2019re inserting yourself in the same situation that the previous rep did. Don\u2019t take the job just because they are offering it.<\/p>\n<p>If you have a full sales funnel, you have the option of walking away from what can be a bad experience.<\/p>\n<h2><span style=\"font-size: 36px\">How can you lower a prospect\u2019s resistance?<\/span><\/h2>\n<p>Once you\u2019ve determined that you want to enter a business relationship with the prospect, you must now go about <a href=\"\/en\/overcome-resistance\" target=\"_blank\" rel=\"noopener\">lowering their resistance<\/a>.<\/p>\n<p>Asking questions will promote an environment of trust and respect.<\/p>\n<h2><span style=\"font-size: 36px\">Conclusion<\/span><\/h2>\n<p><a href=\"\/en\/how-to-handle-sales-objections\" target=\"_blank\" rel=\"noopener\">Some objections are harder to handle<\/a> than others. When faced with a <a href=\"\/en\/price-objection-respond\" target=\"_blank\" rel=\"noopener\">price objection<\/a>, you must review your own <a href=\"\/en\/b2b-sales-process\" target=\"_blank\" rel=\"noopener\">sales process<\/a> and behaviour. However, when faced with a prospect claiming to have been burned by another rep, you must make sure not to repeat the other company\u2019s mistakes.<\/p>\n<p>Have regular conversations with your client to make sure their expectations remain realistic throughout the whole sales process.<\/p>\n<p>Remember that unless you ask many questions, you can only assume to know your client, and that never ends well!<\/p>\n<p><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-4276129a-793c-4dd8-9baf-6bd44d5e8920\"><span class=\"hs-cta-node hs-cta-4276129a-793c-4dd8-9baf-6bd44d5e8920\" id=\"hs-cta-4276129a-793c-4dd8-9baf-6bd44d5e8920\" style=\"text-align: center\" data-hs-drop=\"true\"><a id=\"cta_button_4276129a-793c-4dd8-9baf-6bd44d5e8920\" class=\"cta_button\" href=\"https:\/\/go.primaressource.com\/en\/21-core-sales-competencies-list\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" id=\"hs-cta-img-4276129a-793c-4dd8-9baf-6bd44d5e8920\" class=\"hs-cta-img \" style=\"border-width: 0px;margin: 20px auto\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2022\/04\/4276129a-793c-4dd8-9baf-6bd44d5e8920.png\"><\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales objections come in many shapes and sizes. When faced with a prospect&#8217;s &#8220;bad experience objection,&#8221; a rep should determine the cause by asking open questions and handle this objection by agreeing, and being honest and direct with the prospect.<\/p>\n","protected":false},"author":19,"featured_media":2352,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[137,125],"tags":[],"class_list":["post-2351","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-objections","category-sales-problems"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Handle the &quot;We Had a Bad Experience&quot; Objection<\/title>\n<meta name=\"description\" content=\"Sales objections come in many shapes and sizes. 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