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

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 3:33

   not interested, call me in six months, send me some information that are sort of like swats. You'll get situational objections that are like, I have no budget, I don't have bandwidth, you know, something about my situation and your product isn't lining up. Or you'll get objections around “their existing solutions, meaning they have something in place or they have an in-house” solution. Two of those types give you something to work with. If someone is saying I have no budget, there's an implicit statement that says, like, hey, this wasn't the worst pitch in the world, but the first objection that I thought of is the thought of paying for this is actually the

   In Existing solution objections

2. 8:36

   going to do that is I'm going to incentivize them to share more about the objection. So continuing the no budget example, I'm going to say, hey, Jason, just so no one calls you from my team again, or hey, Jason, just so I really make sure that this isn't worth either of our time, “would you mind giving me a sense? Is it because budget is completely out for this cycle? Or is it” that anytime you try to buy anything, you've got to go through 7,000 business cases and you get put through the ringer? That's an example for no budget. And the way that I incentivized you to store there is I said, hey, just so no one else calls you again, which is what you want.

   In Objection diagnosis and probing

3. 14:51

   And I'm wondering if I can get half a minute to share what I found and why I called. And then you can totally hang up on me if it doesn't make sense from there. I'll let Armand talk about situational and solution because I think he has a bit more expertise on the exact style on them. I want to double click on something you said, and it's they're objecting to being cold calls, right? “They're not objecting because they know what your solution is and they have one already.” They're literally objecting to being cold called and interrupted by someone that they didn't want to talk to. So, yeah. Thank you so much. didn't ask to call them, acknowledgement is what they need. So what you did a really good job there is you just acknowledged without lowering your status and being like apologetic and saying sorry. So there's a big difference.

   In Objection diagnosis and probing

4. 16:54

   is so much work. And so what you want to do is you want to put pressure of the sale entirely like what we did with, I have no budget. And so with, I have no budget, you want to say something like, Hey, you're probably not going to buy this anyway, but Hey, don't you at least want to know what's out there with existing solutions? This is probably the trickiest of them all. “So with existing solutions, you've got to know your top four or five competitors and” you want to have one trap question in mind for each of them that gets them to think. So I'm going to say, for example, if let's pretend that I was selling a 30 MPC sponsorship and I'm cold calling gong and gong does not currently sponsor us, they spawned, I need to agree. And I say, Hey, honestly, sales goon is a great group and it rarely makes sense to switch

   In Existing solution objections

5. 36:32

   not for now, but just so you know, it's out there in case it opens up in the future. And so, I've removed the pressure of the purchase entirely. I'm not adding to a business case. A lot of sellers are going to be like, well, we produce this much ROI, or pays for itself, or 30 MPC “They're not listening. You're not going to convince them” of that on a cold call. Get the meeting, get them in the car, and then once they're enjoying the thrill of the test drive, that's when you get them. I have a different take on this one. I like your take, but it's this idea of using the objection as the reason for the meeting. So, Armand, do you want to work with me on this one? I'll be like, Jason, I appreciate the comment,

   In Price and budget objections

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.