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.
What's changed? Is this no longer a priority for that person? Have they found a different way to solve it? We'd love to understand kind of what's going on, and maybe there's ways we can help establish. If we haven't established a value enough in a way that resonates, that's okay. We can take a step back and figure out how to show that. I'm not concerned about that. I'd love to hear more from you and get them to share a bit more. “I think asking a question as opposed to offering a solution is really, really important.” When people share a concern, they're expecting, I like to call it like the blast walls. They're expecting to put the blast wall up. They got their finger on that waiting for it to go up. When you ask a question and seek to understand, they kind of take their finger off the blast wall. They start sharing. Then when you do respond, they're less likely to throw up the blast wall and you can actually
control functions. And I'll say, and then what's important is identifying who's going to be using this, where the values come. And the way that that takes place is we'll usually set up a follow-up demo where we will “present to the business users that you know are looking for this and we'll educate them” and we'll answer their questions directly. You know, does that sound, you know, agreeable? Sometimes they'll say yes. Sometimes, sometimes they'll say no. If they say no, I think a great thing you can say is, I get that, you know, you've got to make sure that this is the right solution first. At the right point, would you be willing to introduce us to those people?
Get it free in the show notes. You need to be able to tell the internal story of the organization too. So Brian talked about the three layers of the organization that he needs to get on board for the story to be complete and for it to be believable that people will actually adopt it. You need to get your champion on board. You need to get the VPs or the leaders on board with the vision. “But then in order for people to believe it's going to work, they have to have some proof points from the end users.” So figure out what that is for your sales cycle and go build a sales motion around it. And then lastly, number four, if you ask to get in front of power and they say no upfront, that's totally okay. First, you can focus on building more trust with that champion.