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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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.
it's 20% of the time they pick up again, and so it's worth a try. But yeah, that's... And the other thing I do, then obviously I swear and I cry and all of that stuff, but that's not very useful for self-training purposes. Let's go with another common one. Someone might say like, look, you guys are way too expensive. “Okay. I appreciate you giving this opinion, and I'm not agreeing to it. I can't really” agree to that because it's a negative thing about me, right? I appreciate you might think that way. You guys say it's not the first time I hear it. And then I'm going to be like, do you mind if I ask something really direct, but I don't want to offend you. You see, I'm
you've been talking too much about yourself. Why have you got talking about pricing on the cold? Like I can't remember the last time I talked about pricing. I will. But if that's me, what's the price I'd be like, oh, are you asking me that now? Because that's the top priority. Oh no, no. I'm not saying that. I just want to have an idea. I was like, and then you can go into the usual. I'm happy to give you a ballpark, but blah, blah, whatever. “But yeah, I would, I think that typically is a red flag. If that's coming up too much.” Let's do one more. So this one's around like, if they're, they're like, oh, this is a busy time of year. We, you know, we don't have any bandwidth. So they might say something like, well, look, I appreciate the call. We just have so much going on right now. We're planning for sales kickoff. We've got a couple initiatives going, but like, you know, maybe reach back out in the future when things aren't as crazy.
Let's do one more. So this one's around like, if they're, they're like, oh, this is a busy time of year. We, you know, we don't have any bandwidth. So they might say something like, well, look, I appreciate the call. We just have so much going on right now. We're planning for sales kickoff. We've got a couple initiatives going, but like, you know, maybe reach back out in the future when things aren't as crazy. “Of course, I'm happy to do that. Can I be a little bit challenging here?” I mean, you already interrupted my day, so keep the challenge going, I guess. So are you ever not busy? You know, we're a hyper growth company. There's a lot going on. So yeah, we do have a lot going on. But I mean, this is a particularly busy time of year for us, Q1. If I were to say, this is not a problem at all, that's fine.
immediately or the call's going to go away, and you actually do that to buy yourself some time. I think it's really subtle, but very powerful. Absolutely. I think the pause is what a lot of people miss out on, is just trying to – they have this idea that if they don't speak very quickly, they're going to hang up. It's like, look, they're talking. They gave an objection. They already had the hang up option. “They didn't take it.” So you're not that. So you should be as much as you can trying to still muscle in. Today's show is brought to you by ConsenSys, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include these three slides before I drop in. Number one, the biggest problems I learned in discovery.
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