Podcast episode
The Most Confusing Objection in Sales
30 Minutes to President's Club30 Sept 202514 min
Description
Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- The most confusing objection in cold calling isn’t loud — it’s subtle, sneaky, and deadly to your deal. If you’ve ever had a prospect say “we already have something for that,” but it turns out they don’t… this is for you. In this video, I break down the exact 3-step framework I use to handle confusing objections like a pro — without pitching too soon or losing control of the call. You'll learn how to agree, ask the right trap question, and sell the test drive — turning confusion into clarity. I also share real talk tracks and breakdowns from my time leading teams at Pave, where this objection came up every single day. If you're in sales, you must know how to handle this. 🎯 Download 18+ sales objection scripts: https://tactics.30mpc.com/18-cold-call-objections-and-how-to-handle-them 💬 Comment your worst objection experience below 🔥 Like & Subscribe for weekly cold call breakdowns 30MPC Training: 30mpc.com/training #confusingobjection#coldcalling#salesobjections#objectionhandling#salesstrategy#coldcalltips#salestraining#overcomingobjections#coldcallobjection#salescallbreakdown#bookmoremeetings#salesframework#b2bsales#salespsychology#coldcallobjectionhandling
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No, no, no. Like, here's how we're different. Cause the moment you do that, they're like, ah, this person's trying to pitch me and they're already like one foot out the door. Instead, what you need to do is you actually need to like play dead and agree with the objection and be like, ah, I totally get it. You got that thing taken care of. And then you need to ask them a question that gets them to realize it on their own terms that you're different. “And that's when you can go in and explain or educate.” And folks, I'm gonna be like whiteboarding a lot of this stuff out. And so I definitely recommend like watching this on YouTube if you aren't already. So let's dive in. So we'll handle this one in three steps using what I call the Mr. Miyagi method to handle any objection. If you haven't heard it before, we've talked about it a lot on this channel and in our book, but the three steps are you need to one, agree with the objection, which is the wax on.
that's when you don't come in with the pressure pitch. You don't try to sell the product. You don't try to sell the car. You sell the test drive. In other words, you're like, hey, are you like open to taking a look at this thing? Not for now, but for later, like don't try to pitch. The moment you pitch on a cold call, you reapply the pressure. And that's when your prospects run away. “The goal is to like get them to sit in the car.” So we'll call this the confused objection. Let's run this through these three steps, okay? So I used to sell compensation software at a company called Pave. I was VP of sales there, I let them from zero to 10 million an hour in 18 months. And we would run into this objection all the time. What would happen is most companies have some sort of like HR platform. If you've ever been paid by a company,