Why are contact objections important?
Understanding and addressing contact objections is crucial for closing deals. Each objection offers a window into a contact's mindset, highlighting potential roadblocks and areas where you need to provide further clarification or address concerns.
Traditionally, sales reps have relied on their memory or notes to track objections, which can be prone to bias and inaccuracies. Modjo solves this by automatically detecting and categorizing objections raised by contacts during calls, providing you with objective and actionable insights.
I. How Modjo identifies and categorizes objections
Modjo's AI analyzes your call transcripts to identify and categorize objections based on a predefined list of common sales objections. These categories include:
Integration and technical compatibility: Concerns about how your solution integrates with existing systems or potential technical limitations.
Product/Service Fit & Limitations: Questions about whether your product or service meets their specific needs or concerns about potential limitations.
Budget & Pricing: Objections related to the cost of your solution, pricing models, or budget constraints.
Lack of clarity & transparency: Requests for further information, clarification on specific features, or concerns about transparency in your communication.
Communication and customer support: Questions about the level of customer support provided, communication channels, or past experiences.
Resistance to Change: Hesitation to switch from existing solutions, adopt new processes, or general resistance to change.
Lack of Need or Interest: Expressions of not seeing the value in your solution or a lack of immediate need.
Information Missing: Requests for additional information, documentation, or proof points to support your claims.
Availability and timing: Concerns about implementation timelines, product availability, or scheduling conflicts.
Decision-Making Process: Questions about the decision-making process, stakeholders involved, or approval procedures.
💡 If an objection doesn't fit into these predefined categories, Modjo's AI creates an ad hoc category with a label generated by the AI, ensuring comprehensive objection tracking.
II. Leveraging Objection Insights in Modjo Deals
Deal View:
The Deal View provides a contact-centric view of objections, allowing you to understand the concerns of each individual involved in the deal.
Contact-level objection list: For each contact, you'll see a list of objections they raised, categorized and ranked by the most recent mention.
Contact interaction metrics: View the number of interactions, last contact date, and total talk ratio for each contact, providing additional context for their objections.
Call filtering by objection: Click on an objection category to filter the calls on the right panel, focusing on discussions related to that specific objection.
Objection summary and sales response: For each filtered call, you'll see an AI-generated summary of the objection and the sales rep's response, providing context without listening to the entire call.
Timestamped snippets: Click on the timestamp to jump directly to the relevant moment in the call, hearing the objection and the response in context.
Deals List:
The Deals List now includes powerful filtering and sorting options to help you prioritize deals based on objection insights.
Objection category filter: Filter deals based on specific objection categories to focus on deals with common concerns.
Number of objections column: A new column displays the total number of objections raised in each deal, allowing you to quickly identify deals with higher resistance.
Click on the header to order by number of objections
Number of contacts column: See the number of contacts engaged in each deal and hover over the number to view a list of contacts, their roles, job titles and their last interaction date.
III. Contact roles
To fully leverage your power map, we display not only the job title but also the contact role for each contact (e.g., champion, key decision maker, economic buyer, etc.). This information is sourced directly from your CRM, specifically from the standard fields in Salesforce and HubSpot.
You can also edit contact roles directly in Modjo, which will sync with and update your CRM.
💡 Don't hesitate to configure warnings based on these contact roles to identify deals with a weak power map. For more details, refer to our dedicated article: Deals Warning: spot your deals at risk
IV. Using Objection Analysis to Improve Sales Outcomes
Tailored rebuttals: By understanding the specific objections of each contact, you can tailor your responses to address their concerns effectively.
Proactive objection handling: Identify common objections early in the sales cycle and proactively address them in your communication, preventing them from becoming roadblocks.
Deal prioritization: Focus your efforts on deals with fewer objections or address high-priority objections in critical deals.
Sales coaching: Use objection insights to coach sales reps on their objection handling techniques, helping them improve their performance.