We found the top objections across 300M cold calls - Gong

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1. How to handle existing solution objections “Existing solution objections represent 7.9% of all objections. They’re alternatives to your product, such as in-house solutions, competitors, and being stuck in a contract, including:” We do it in-house

   In Existing solution objections

2. Here’s how that plays out in the Miyagi Method: “Agree with their current solution so that they don’t get defensive.” Incentivize conversation with a trap question to poke a hole in their solution.

   In Existing solution objections

3. The top 5 most common objections actually account for 74% of all objections. If you master these, you’ll be covered 3 out of 4 times, which is pretty darn good: “But the reality is that these can vary greatly from company to company.” Therefore the key to handling objections is to think about them in categories, not specific objections.

   In Objection diagnosis and probing

4. The top 5 most common objections actually account for 74% of all objections. If you master these, you’ll be covered 3 out of 4 times, which is pretty darn good: “But the reality is that these can vary greatly from company to company.” Therefore the key to handling objections is to think about them in categories, not specific objections.

   In Objection response frameworks

5. But the reality is that these can vary greatly from company to company. “Therefore the key to handling objections is to think about them in categories, not specific objections.” Think about it. It’s nearly impossible to memorize 20 talk tracks for every single objection.

   In Phone objection handling

6. Even if they see the benefits, they imagine all the work they’ll have to do to realize them: begging for budget, assigning someone to manage the project, burning political capital if it doesn’t work. “The cost of the transition outweighs the benefits of the product, so you have to remove all the pressure of buying the car until you get them so excited that they realize it’s worth it.” You do that with the test drive. Once they’re in the car, we can blow their mind with the drive, explain how easy it is to finance the car, and let them drive it off the lot today.

   In Phone objection handling

7. I thought you were someone else “The hardest part about dismissive objections is that they’re not real objections. You have nothing to work with because you have no idea why they aren’t interested or why you should call back in 6 months. So you have to agree and incentivize them to the real objection first.” These can also escalate into some of the most abrasive objections of them all. It’s one thing to reason with someone who says I’m not interested. It’s another to reason with an irate prospect yelling, “Is this a cold call!?”

   In Phone objection handling

8. The top 5 most common objections actually account for 74% of all objections. If you master these, you’ll be covered 3 out of 4 times, which is pretty darn good: “But the reality is that these can vary greatly from company to company.” Therefore the key to handling objections is to think about them in categories, not specific objections.

   In Price and budget objections