Prospect: "I heard bad things about your company" 😑

Ever spoke with a prospect who read a bad review or heard someone speak negatively of your company? No sales rep likes encountering this, but actually it's a good thing: The prospect is candidly sharing their concerns. The objection is out in the open, and [you can address it](W3T2QqR80wJ46MjYl5zLTxkD0/*W6XX2Xq8C1JKBN21rz6ClHnGR0/5/f18dQhb0S8346Vs7fdV4JJ581m6dpJN31XrXNp-G5xW5ZFr8S1mhDJwW39DrXV26p8nbW7m1Z9c6bprKDW6PZsv83mNrhKW32pwqc53bkXsW32GT3W7qXThkW564K3X4bJ02hW4b_rKw7MbC2hW8Tzbqs58j2CFW8TntPD6CgWR9W62yT8j3wYtr_W19kkP52FdN9RW5r9lXj3J4LPtW26nWk36c02lYV-zgkV47YlYyW4bfcHb47Xx4zW3C8dd25-GNDdW3VKVtL6nGl8CW2z_WrR2HT8mrW1HprDF3l2dB1W7cvxVf8q5qBxVVQf4X5vDhTYW4SCZBD8sL5gpVb8zbY1qMTzsW6NQrw14TFh5SW5sNJ134rHkkWW8qC8s_11bFpXW6RN2zX8pSvzmV92G9_6630n5W387ngT25Gd7mN2wYk2cgwkztW64cM8T359sl4VWj34G3Mr8wfW6L51Vg669vwLW4SFwWT39DfJhW3LXFg-3kCx4BW4PJsYr3Swmg9N2t9Xm_6Y9ktTTrJk5xRWwBW3M6VqD3CcsN-W2TtD2z5Q1dCQW27_0js19h-4jW5mRgWy959MBtW8xsqvG9jSRzdW46nh6h4QFvFLW3sW3jj25Vvc7MR6LGstJCL4M3_BWSKks5_111). No matter how good your solution is, how many positive reviews there are—you'll inevitably encounter prospects who heard something negative. I have a simple framework for handling these situations: Clearly identify the source and the issue, so you know which of these categories it best fits into: - correct, but outdated - partially correct - false - fully correct Depending upon the answer to that, there are 4 different ways of moving the sales conversation forward. [Check out my latest post on the Close blog to find out how to close deals when you have bad reviews](W3T2QqR80wJ46MjYl5zLTxkD0/*W6XmqQB53nbr9V1Pnzy8q8jc-0/5/f18dQhb0S8346Vs7fdV4JJ581m6dpJN31XrXNp-G5xW5ZFr8S1mhDJwW39DrXV26p8nbW7m1Z9c6bprKDW6PZsv83mNrhKW32pwqc53bkXsW32GT3W7qXThkW564K3X4bJ02hW4b_rKw7MbC2hW8Tzbqs58j2CFW8TntPD6CgWR9W62yT8j3wYtr_W19kkP52FdN9RW5r9lXj3J4LPtW26nWk36c02lYV-zgkV47YlYyW4bfcHb47Xx4zW3C8dd25-GNDdW3VKVtL6nGl8CW2z_WrR2HT8mrW1HprDF3l2dB1W7cvxVf8q5qBxVVQf4X5vDhTYW4SCZBD8sL5gpVb8zbY1qMTzsW6NQrw14TFh5SW5sNJ134rHkkWW8qC8s_11bFpXW6RN2zX8pSvzmV92G9_6630n5W387ngT25Gd7mN2wYk2cgwkztW64cM8T359sl4VWj34G3Mr8wfW6L51Vg669vwLW4SFwWT39DfJhW3LXFg-3kCx4BW4PJsYr3Swmg9N2t9Xm_6Y9ktTTrJk5xRWwBW3M6VqD3CcsN-W2TtD2z5Q1dCQW27_0js19h-4jW5mRgWy959MBtW8xsqvG9jSRzdW46nh6h4QFvFLW3sW3jj25Vvc7MR6LGsvbf5nV3_BTN26xVGy111). Go get'em! Steli PS: Did you know that Close is one of the highest rated CRMs for SMBs? [Try Close for free to find out why inside sales teams love our sales platform.](W3T2QqR80wJ46MjYl5zLTxkD0/*W6FmMmC24gf-RW2p-kDV4QxHkS0/5/f18dQhb0SfHz9dsRLqW8_ppmc2qwv31W3D-GYQ2shf25Mf5wXFXD6prW7cmS1s50lYRvW7m1Z9c6bprKDW6PZs7r8xGYcGW999f656PVKcrW6N3nz46ZLh7jW4811VQ2nMJLjW41x7t41S1BNPW1MKWbr3R0ZDFW1pgrgj7mSBLHW7JtRgK7vsrBvW1rrC831ZMV43W2ply3f5Y46-4W1tmXX45-2t5mW20Wxtk36dQ3NW1YTF-H7TVphbW1cyTfX1ks0KjW7Ss2hL4Zh8Y-W57-WqM3H_PtyW2DzCtR1yBVz8W1TDTmb6qBQjdW8mlQVT83hd6QW7vqZWn8kSbMlW57CHdL5dQrQKW1F443k4HsFGfW9dwXTx5VwT24W7K5b7v4_JVdzN1rBXt5K-64sW82-T642MfVzdN55M3mRSt97yW8Np7Z67M7y3tN4JyClCn0gdjW32rVXW6_dHVFW6cvpyt3ykqczM6Q977b98XvW6s16_28Ph58-W594Tfd1J4xmPW1J4k9Y2RwbRkW1xvVTm1Xt-CVN4qNQCs42cYPW3nNLHm2hhB7hW3Z4XjQ5H0HX8W20nlLg6w_FN_W4mT6Sk6GsxDdW6gVCkG3xWwfqSlvf2sm841102) Close PO Box 7775 #69574 San Francisco, CA 94120-7775 You can manage your [email preferences]( anytime.