Podcast episode
The World's Weirdest Sales Trainer Does Cold Call Objection Roleplay | Giulio Segantini
30 Minutes to President's Club19 Feb 202642 min
Description
Giulio Segantini is back and this time it’s pure objection-handling firepower. If you sell anything over the phone, this is a tactical breakdown of how to handle “send me an email,” “we’re already working with someone,” “too expensive,” “not interested,” and every other cold call objection without sounding scripted or desperate. Built around Giulio’s 'ACE Framework' (Accept → Consent → Explore), this is a masterclass in real-world objection handling for SDRs, AEs, and sales leaders. These Courses Will Get You to President’s Club: 🏋 30MPC Training: 30mpc.com/training 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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are you going to revert to doing most of the time is yes, but. And then I follow up with saying like, if you ever tried it with your wife, how does that usually work? And then they go like, I sleep on the couch. So why are you trying to do that with prospects? And they're like, oh, shit. “So that's the first thing is like, it's the real acceptance.” So I'm not just going to tell you, yeah, yeah, I'm going to properly accept. You know, you told me that I've got supplies, I'd be surprised if you didn't. The person has dealt with calls before, so he's expecting me to argue with them. The moment in which I go the other way, it's a bit like deflating, right?
You know, you told me that I've got supplies, I'd be surprised if you didn't. The person has dealt with calls before, so he's expecting me to argue with them. The moment in which I go the other way, it's a bit like deflating, right? It's like, oh, okay, I didn't expect that. “So a bit of the fight goes out of them.” So the nervous system, it comes down just a tiny little bit. Right. The problem is that that but will spike it immediately again, which is why, again, if you argue with your partner and you agree with that, and then you go, but you very quickly find yourself in a worse position than before. And that's very similar to this.
guys like just it's all of them, right? It's like there's like 10 objections, they come in slightly different dresses but it's all of them, right? And so once you know out of two, three, four, five responses, then you're good. So the point is like what you want now is you typically want “a question. This is important, like I don't like open questions on cold calls and a bunch of old” school sales trainers are gonna be like, oh my God, like you're asking only closed questions, what the hell is wrong with you? Are you crazy? And the reason is very simple is that an open question, especially why questions, for example, a very high cognitive load. So if someone tells
they'll give their pitch and then they'll end their pitch with a question. Like, so how are you doing this thing today? And the problem is you haven't earned the right to ask big open-ended questions yet with a close ended question. Your goal is not to “expand their entire world. In your words, it's to pry one chink in the armor. It is just to poke” one hole in how they're doing things today. And that will give you the right to ask a bigger question because you've exposed the fact that there might be a bigger problem. But if you just go into like La La Neverland of like big open-ended questions.