Ever wonder what's really holding your deals back? Ginni's Top Objections feature brings clarity to customer hesitations so you can refine your pitch, strengthen your training, and close more deals. This guide will show you how to leverage this powerful feature to transform objections into opportunities.
What Are Top Objections?
The Top Objections feature uses advanced AI to detect and categorize moments when prospects express concerns, hesitations, or negative sentiment during sales calls. It identifies patterns across all your team's conversations, helping you:
Discover the most common roadblocks in your sales process
Understand precisely how objections are being expressed
Prepare better responses to overcome these challenges
Train your team on handling specific types of resistance
How to Access and Use Top Objections
Navigate to the Insights section in your Ginni dashboard to view the Top Objections
By default, you'll see objections from the past 30 days, but you can adjust the date range as needed
Review the breakdown of objection categories to identify your most common challenges
Understanding Objection Categories
Ginni organizes objections into industry-relevant categories:
Pricing & Contract: Concerns about cost, payment terms, or contract flexibility
Technical Integration: Questions about how your solution connects with existing systems
Security & Compliance: Worries about data protection, privacy, or regulatory requirements
Implementation & Timeline: Concerns about deployment time, resources needed, or disruption
Product Features: Questions about missing or limited functionality
Support: Concerns about ongoing assistance, training, or maintenance
Competitive Position: Comparisons to alternative solutions or competitors
ROI & Value: Doubts about return on investment or business impact
Diving Into Specific Objections
For each category, you'll see specific instances where objections were detected:
View the context: Read quick snippets that provide context around each objection
Listen to the moment: Click on any objection to jump to that exact moment in the call recording
See the full conversation: Understand how the objection arose and how it was addressed
This level of detail helps you:
Hear exactly how customers voice their concerns
Evaluate how effectively your team handles objections
Identify the most compelling responses for future use
Refining Your Objection Data
Sometimes the AI might flag something as an objection that isn't actually a concern. As a manager, you can help refine the system:
If you notice an incorrectly identified objection, click Report
Select the reason:
Not actually an objection: The AI misinterpreted the sentiment or context
Not relevant to our product: The concern doesn't apply to your offering
Other: Any other reason the flagged section shouldn't be counted
This feedback helps improve Ginni's objection detection over time
Turning Insights Into Action
The real power of Top Objections comes from how you use this intelligence:
Create targeted battle cards: Develop response frameworks for your most common objections
Update sales enablement: Revise training materials to address frequent concerns
Refine your product messaging: Address recurring objections earlier in your sales process
Coach your team: Use real examples to train reps on handling specific types of push-back
Inform product development: Share customer concerns with your product team to address gaps
Pro Tips
Compare time periods: Look for changes in objection patterns before and after making changes to your pitch or product
Segment by rep: Identify which team members excel at handling certain objections and share their techniques
Look for correlations: See if certain objections consistently arise with specific prospect types or industries
Start exploring your Top Objections today and transform these insights into your secret weapon for sales success!