Sell Playbook: The 5 Most Common Cold Call Objections

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1. 0:42

   each objection. And then we're going to role play each of those objections so you can see what it looks like in practice. A three, a two, a one, let's do this. Alrighty, folks. So objection number one comes in at a 17% likelihood, and that is not interested. It is no surprise that this is “the most common objection that you will get on a cold call because it's the first SWOT that comes” to mind. There is no real reason behind this objection, and that's the key to handling it. You have to realize that not interested is not a real objection. So using the Mr. Miyagi method that we've covered in other videos on this channel, we're going to agree with the objection

   In Phone objection handling

2. 0:46

   looks like in practice. A three, a two, a one, let's do this. Alrighty, folks. So objection number one comes in at a 17% likelihood, and that is not interested. It is no surprise that this is the most common objection that you will get on a cold call because it's the first SWOT that comes “There is no real reason behind this objection, and that's the key to handling it.” You have to realize that not interested is not a real objection. So using the Mr. Miyagi method that we've covered in other videos on this channel, we're going to agree with the objection and then we're going to incentivize them to have a conversation with us and share more about why

   In Phone objection handling

3. 1:08

   You have to realize that not interested is not a real objection. So using the Mr. Miyagi method that we've covered in other videos on this channel, we're going to agree with the objection and then we're going to incentivize them to have a conversation with us and share more about why “And then we're going to use that to handle the next objection that they” give us, which will bring us to step three and future objections. So here's how it sounds. Ring, ring. Look, I'm not interested. Totally get it, Nick. Look, I should have assumed that you would have called me if you were just so no one else cold calls you again. Would you mind letting me know? Is it because the problem that I shared isn't something you're focused on? Is it that

   In Objection handling

4. 1:55

   and now I'm going to run the Miyagi method again on that objection. So let's go to objection number two. Objection number two is product fit, which is basically any issues with your product. Like it's not made for us. It doesn't work for us. Types of customers. Your solution is made for “small customers. Your solution is made for big customers. We're not ready yet.” at a 17% likelihood. Very close to not interested. The key to handling this one is you cannot rewrite your product reputation. If a prospect thinks that they're not a fit for your product. Instead, what you want to do is you want to use other prospects experiences to explain that no,

   In Negative ICP criteria

5. 5:56

   hey, why don't you take a look? And the reason you would is because, hey, if budget does open up, don't you at least want to be the one who gets it? That brings us to objection number four, not my responsibility. This one's funny. One of two things is true. They're either the right person and they're lying, or they're the wrong person, at which point I don't want to book a “I want to get a referral.” the wrong person, what you want to do is you want to pull up the account as you're dialing, and you want to know the other people on the account so you can suggest other people that it might be. If they are the right person for it, they'll usually fess up if they were lying at that point, because they'll be like, shoot, I don't want you to like go cold call my colleague because

   In Referrals to the right person

6. 6:01

   up, don't you at least want to be the one who gets it? That brings us to objection number four, not my responsibility. This one's funny. One of two things is true. They're either the right person and they're lying, or they're the wrong person, at which point I don't want to book a meeting with them. I want to get a referral. Regardless of if they're the right person or “you want to pull up the account as you're dialing” and you want to know the other people on the account so you can suggest other people that it might be. If they are the right person for it, they'll usually fess up if they were lying at that point, because they'll be like, shoot, I don't want you to like go cold call my colleague because I told them that they were the right person when in reality I was. But if they were the wrong person,

   In Calling

7. 6:06

   person and they're lying, or they're the wrong person, at which point I don't want to book a meeting with them. I want to get a referral. Regardless of if they're the right person or the wrong person, what you want to do is you want to pull up the account as you're dialing, “you want to know the other people on the account” it might be. If they are the right person for it, they'll usually fess up if they were lying at that point, because they'll be like, shoot, I don't want you to like go cold call my colleague because I told them that they were the right person when in reality I was. But if they were the wrong person, they'll usually say, no, it was one of those folks, at which point I'm going to ask for the

   In Multi-threaded prospecting