Podcast episode
Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
30 Minutes to President's Club2 Sept 202027 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO if they’re the type who wants to go really deep Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum. Adam O’Chart: Path to President’s Club: Top producing AE at Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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question. Talk to me about a loaded question. What does that mean? So the whole point of a loaded question is to number one, understand, well, there's two parts, understand really what's going on with that objection, right? Where did that come from? And the secondary part of that is to understand maybe a different angle that you can take. I think that at a fundamental level, “typically objections stem from the fact that that person doesn't believe that you add value” to what they're focused in. So the idea is how do we find a different path to value? So mirroring back essentially is your way of saying, I'm listening to you and I heard what you said. So if you tell me budgets are tied up, got it, Nick, it sounds like budgets are tied up. Psychologically now we've diffused that, right? They know that they're heard. They know that
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