Sell Playbook: The 5 Most Common Cold Call Objections

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1. 0:51

   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. “not interested is not a real objection.” 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 they aren't interested. 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,

   In Objection diagnosis and probing

2. 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

3. 2:12

   small customers. Your solution is made for big customers. We're not ready yet. That clocks in 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, “you want to use other prospects experiences to explain that no,” we've actually worked with folks like you. So here's how that sounds. Ring ring. Look, I'm sorry. I just, I heard it's not made for enterprise companies. I totally get that, man. Look, I wouldn't want to sign up for a solution that wouldn't scale either. Just so no one cold calls you from my team again. Um, I'm curious, is that something that you had heard from a rep

   In Proof relevance and matching

4. 4:23

   laying around for things. And you almost always have to create budget or take from existing budget and fight competitors for that budget. So the key to handling this one is you want to agree with the objection in the same way we've done with the other ones. And then what you want to do is you want to understand the nature of their budget issue. It could either be an issue with the “budget this cycle, or it could be an issue with the fact that anytime they want to buy something,” they get put through the ringer. Regardless of what they say, my goal is to get them to take a look. I want them to test drive the Tesla, get in the car, and then later I'll talk about all the ways they can finance the package. But for now, why don't you just take a look in case budget comes up later on? Here's how that sounds. Ring ring. Hey, look, we just don't have any budget.

   In Price and budget objections

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

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