Podcast episode
How To Handle ANY Objection On A Cold Call: 3 Steps | Bite-Sized Tactics
30 Minutes to President's Club1 Sept 20258 min
Description
Armand covers the 3 steps to handling any objection using the Mr. Miyagi Method. Here’s the magic framework: Agree with the objection to remove the pressure of the sale. Incentivize conversation to get them sharing more about the objection. Sell the test drive. What will they get out of meeting with you (or in this case, allowing the name drop) even if they don’t buy? RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “YOUTUBE” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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What most people do when they are handling objections is they try to handle the objection. “They try to fight the objection.” And if you've ever had someone try to change your mind, the number one thing that I can do to not change your mind is I can tell you that you're wrong, okay? And that's what most sellers do when they hear an objection. If someone says, like, I'm not interested, they start, like, pitching harder and they're like,
And that's what most sellers do when they hear an objection. If someone says, like, I'm not interested, they start, like, pitching harder and they're like, well, like, here's why I believe the solution that we bring is more valuable than what you're using today. Or if someone is, like, citing a competitor, you'll say, like, “oh, well, that competitor is not good for reasons like this, this, and this.” And other customers saw the value because of this, this, and this. And the customer starts kicking away because, like, usually when someone gives an objection, it's because they've made a decision to do things a certain way and that way was not your way. And so when you fight that objection, you're fighting the way that they do things, okay?
So here's the secret with competitors. I need to ask them a trap question, and I need to know, like, at least one trap question per competitor. What that means is I need to think of what is one thing that my competition can't do that I can do, “and then I'm just going to ask them how they do that thing so that they come to the answer on their own terms.” So in the case of Covey, a lot of times someone's existing recruiting software will have, like, an AI bot attached to it, but it's, like, pretty crappy. It's, like, glorified filters, right? And there are certain things that you can't look for.
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