Podcast episode
How Top Sales Reps Handle Objections Before They Even Happen | Bryan Charlton
30 Minutes to President's Club17 Jun 202536 min
Description
Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals. 🎙 ACTIONABLE TAKEAWAYS: The contract isn’t the finish line. It’s the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect. If a buyer says they’re looking for a tool, don’t stop there. Dig into the real problems that made them start searching in the first place. Your story has to make sense to everyone. The champion, the leaders, and the end users all need to believe this will actually work. If you’re blocked from talking to power, that’s okay. Just ask what would need to be true for them to feel comfortable making the intro next time. BRYAN’S PATH TO PRESIDENTS CLUB: Spent more than 12 years in sales @ Salesforce and FICO before joining Otter.ai Consistently hit quota by finding high-value deals in unexpected places—selling large software deals to banks in Hawaii, Credit unions, and even AI into tightly regulated financial services firms, while others focused on big brand name accounts RESOURCES DISCUSSED: Bryan’s LinkedIn Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
“Don't flinch at objections.”
is maybe looking at an alternative solution or something like that. So I want to think about that scenario as well. Well, let's take us to the next scenario, which is tip number two. Tip number two is I think about controlling the start of the conversation. So I like to take control of the call by opening, by recapping a couple of things that the client shared early on that are goals, “objectives, and ways that we've proven so far, hopefully in their own words or their team's words,” that we're bringing some value or meeting a particular need. Let me share an example from the conversation this morning. As director of sales, we knew that starting out, they really cared about, A, helping their reps take and gather information more efficiently from their calls and getting into CRM and moving it through their workflow. Two, creating coachable moments for
to say, well, no, it is because of ABC. And so what I asked him is I said, okay, I said, that's a fair point. Maybe we didn't do our best foot forward in terms of what we showed them. I said, do they tell you what they would need to see in the solution for it to feel like “it was a good fit for them?” What are they wanting? And so we kind of anchored on the positive there, as opposed to maybe what's missing. We just said, you know, what is it that they want for it to feel like it's for them? And the VP of sales just smiled and he said, you know what? He goes, I asked that exact question and he wasn't volunteering that information.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.