1. Why are contact objections important?
Understanding objections is essential to closing deals.
Each objection reveals your contact’s concerns, helping you identify potential obstacles and provide tailored responses.
With Modjo, you no longer need to rely on memory or personal notes. The tool automatically detects and categorizes objections raised during calls, giving you objective and actionable data.
2. 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 any category, the AI automatically creates a new category with a custom label.
3. 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: Displays each contact's objections in chronological order.
Contact interaction metrics: Shows the total number of interactions, last contact date, and talk ratio.
Call filtering by objection: Click on an objection category to filter calls in 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: Focus on deals containing specific objections.
Number of objections: Sort deals by the number of objections to quickly identify those with higher resistance. Click on the header to sort by the number of objections.
Number of contacts: See the number of contacts engaged in each deal and hover over the count to view a list of contacts, their roles, job titles, and their last interaction date.
4. 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.
💡 Configure alerts based on contact roles to spot deals lacking a champion or key decision maker. See our dedicated article: Deals Warning
5. Using Objection Analysis to Improve Sales Outcomes
Tailored rebuttals: By identifying specific objections, you can better address contacts’ concerns.
Proactive objection handling: Address recurring objections early in the sales cycle to prevent them from becoming roadblocks.
Deal prioritization: Focus on deals with fewer objections or those with critical objections.
Sales coaching: Use objection insights to coach sales reps on handling techniques, helping them improve their performance.
Modjo Deals helps you better understand and deal with objections, increasing your chances of closing successfully.