Podcast episode
How to Reframe Objections as Strengths | David Rosenstein
30 Minutes to President's Club14 Jan 202536 min
Description
ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals. Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation. DAVID'S PATH TO PRESIDENTS CLUB: Senior Account Executive MM @ LinkedIn Account Executive SMB @ LinkedIn Sales Development Representative @ LinkedIn Creator Manager @ LinkedIn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Club Pass 30MPC Training: 30mpc.com/training
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make a few hires so you have a much more compelling story before you go to the CFO and ask for a huge chunk of change. Could you break down what you did there? Because you agreed with the objection for a second, you reframed it. Walk me through the steps of how I could do this myself. Sure. So step one, hey, do you do a free month trial? Every time you get a question, “there's always like a question behind the question. So one thing you'd want to do is” there must be a reason why you're asking that question. Step one. Step two, I did a little bit more discovery in a really close ended way to make sure that there was more conversational ping pong while I was also still answering the question. Hey, what is your average time to hire?
It's just going to seem a little bit too salesy and a little bit too direct. You can hear how David does it, you can hear how Armand, you did it when you told that story in this episode. It comes across as really authentic and natural when you do it that way. “Number two is when you are asking to get other people in their org involved in the sale,” ask for more than you think you need. Just like in a negotiation, anchor them higher. Hey, we need to get these six people involved. And then it's okay if they say, no, we're not going to get six people on the next call. You can have two. Well, great. You still got more people than if you didn't ask whatsoever. So anchor them higher when making asks to multithread.
You got to chop up the room. Here's how you do it. Number one, before the call, you're going to get your champion to prep you on the different people in the room. Number two, you're going to send pre-call emails or cold calls to each of the individual stakeholders “to understand what they want to get out of the call.” And then lastly, number three, once you get on the call, recap everything you've learned in discovery already, and then ask each individualized person one-to-one discovery questions before you go into your demo. All righty, Nick, how can people help us out here? If you were sitting here thinking, gosh, I'd really, really love to be personally coached by David,
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