Podcast episode
Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
30 Minutes to President's Club12 Mar 202433 min
Description
Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection. The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive. For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the sale entirely. Existing solution objections like “we already use X (your competitor)” are essentially “not interested” objections in disguise. Tackle them as such. RESOURCES DISCUSSED 18 Cold Call Objections & How to Handle Them The Book on Cold Calling Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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for this fiscal year, or is it that you get put through the ringer every single time you try to buy something? It's a bit of both, honestly, we're pretty tight on things right now. I appreciate you opening up here, and I know it's frankly pretty hard to justify any spend. “And look, my guess is you're probably not going to buy this thing right now.” Question for you, like, if budget ever frees up, the people that usually get it at least have a directional sense of what they'd want. Would you be completely against taking a look? Not for now, but just so you know it's out there and you have a wishlist, if nothing else? So what Armand did here, he's trying to give me some options to get me to open up, and
I appreciate you opening up here, and I know it's frankly pretty hard to justify any spend. And look, my guess is you're probably not going to buy this thing right now. Question for you, like, if budget ever frees up, the people that usually get it at least have a directional sense of what they'd want. “Would you be completely against taking a look?” Not for now, but just so you know it's out there and you have a wishlist, if nothing else? So what Armand did here, he's trying to give me some options to get me to open up, and I did, I said it's a little bit of both, which is not really an answer, but it at least gave Armand an inch of space, because he sought to understand the objection before trying to be understood.
And there are other objections that you can find in the show notes, like call me in six months and other sorts of brush offs. For situational objections, like no budget, too expensive, busy, yada, yada. We talked about removing the pressure of the situation and removing the pressure of the sale entirely. And then lastly, we talked about existing solution objections, “which include solutions, competitors, and also people who are just stuck in contracts.” So at the end of this, folks, keep in mind, you should not memorize all the scripts that we're going to give you. But I would definitely go and take a look at them so that you can practice the framework and listen for how you can agree, incentivize and sell the test drive
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