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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to share more. And so I'm going to say this, Nick, just so no one reaches out again, could you give me a sense? Is it a B or C? You use a bucket question or a multiple choice question to give them potential reasons why they might not be interested. “And what that does is number one, it makes it easy for them to reply.” And then number two, it demonstrates that. You've seen other people in their situation, you really did hear their objection, and you're just trying to understand a little bit more as to why you really should never cold call them again. So what we've done here is we're giving them some multiple choice options so that they
Number two, we talked about the intro of the Mr. Miyagi method, the three steps. Agree with the objection to remove the pressure of the sale. Incentivize conversation to get them sharing more about the objection. And then number three, sell the test drive. In other words, what will they get out of meeting with you even if they don't buy? And then from there, we went through the three types of objections. “For dismissive objections, you want to be disarmingly blunt.” And we handled not interested, where'd you get my number? 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 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