Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)

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1. 4:54

   objections to draw more information out of your prospect and turn action into a conversation. And that's to the meeting. Well, Armand, that's one of the other things that you saw with the gong data that we pulled when we were doing this book, which is the longer your conversation goes “with a prospect, the higher likelihood you have of actually booking a meeting. And so if you can” just get. Even some back and forth going, even if it's around their objection, they start to realize that, oh, like you're an actual person who's not just like schlepping a used car warranty or a predatory student loan, like you're a person who gets their space. There's far more likelihood that they will agree to a meeting with you. So really good call out there.

   In Replies and meetings

2. 11:55

   Nick, you were going to add something. Well, that was sort of what I was talking about earlier, where I think most sales people who are cold calling with some regularity know that they probably need to have their opener down cold and they need to have their pitch. We call it a problem proposition. A lot of people call it a pitch down cold. “The third piece that you've got to, you're right, have as a stock phrase is your response” to the objection, where when you laugh, one, you show like you're comfortable and you're not rattled and it's a total pattern interrupt. And then when you're agreeing with that objection, it's totally ratcheting down the sales pressure, which is why they're trying to get off the phone in the first place. You interrupted them.

   In Phone objection handling

3. 13:17

   And I've been cold calling at one form or another for over 15 years. The thing that is so great about cold calling is how predictable it is. Like you know exactly how a cold call is going to go. You're going to get lucky every now and then where a prospect's like, yeah, I got some time. What's up? But most of the time you're going to get an objection and you know, it's probably going “to be three or four of the most common objections, the non-interested, the not right now, hopping” into a meeting, send me an email. You can literally practice and rehearse and get really, really good at these. That's the thing I love about cold calling is the predictable element of it. You want to walk us through what, what is a dismissive objection versus situational versus existing solutions?

   In Phone objection handling

4. 29:11

   me when I call out the other person that I plan to call anyway. If it is the wrong person, and it's actually in Jane's court, it's not in your court. At that point, I'm going to ask for the referral. But I'm not going to ask you to send the referral email because I usually find that prospects never want to send a referral email. “A lot of reps will try to go for the referral and be like, Jason, would you be comfortable” making an introduction or forwarding a blurb over to Jane? Jason's not going to do that. I cold called him 15 seconds ago. Instead, I'm going to say, hey, I was going to reach out to Jane anyways, can I ask you for a ridiculous favor here? You say yes, it's a ridiculous favor.

   In Referrals to the right person

5. 42:42

   these are the three things that they can't do that we do just pick the top one and that's your trap question you don't have to know everything about your competitors you need to know at least one thing about each competitor this is like table stakes if you're doing a lot of cold calling “and let's say you're an sdr maybe you don't do a lot of the selling you need to meet with your” account executives and like think about what that battle card might look like because these trap questions are just like their their money because it it not only exposes a gap but it immediately conveys to the prospect that you understand exactly what their work environment is like and what they go through and the solutions that they use it's it's credibility because that's the

   In SDR and BDR roles