How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)

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1. 2:48

   You know, I love using, what did I catch you in the middle of? You're going to hate me. This is a cold call. Or even I tend to catch sales leaders at the worst timing. What did I catch you in the middle of can always add that into the first cheeky opener that I had. But love a good cheeky opener. You guys know that if you follow me on TikTok. Boom. What's number two? “Two is stop asking close ended questions on cold calls.” You have absolutely just nailed your pitch. However, you follow up with the first question and it leads to a close ended question and your prospect all of a sudden says no or yes, and you have nowhere to go.

   In Call scripts and talk tracks

2. 15:56

   And it's why a lot of salespeople get hung up on is the prospect is like, how long is this thing going to take? Like, is this person going to, like, ask me questions for eight minutes straight? Are they trying to have a conversation? And what you're showing them by going in for that close early and suggesting a scheduled meeting is you're like, let's end this now. Let's get off the phone now. “I'm just trying to set up a meeting with you, not have a full conversation.” And that should actually improve your conversion rate on the call. Yes? Yeah. I mean, Nick, you make such a great point because I think a lot of SDRs get stuck on questions. They think they need to ask and ask and ask and ask. But at the end of the day, your goal as an SDR is not to sell the value of your company.

   In Call scripts and talk tracks

3. 16:21

   Yes? Yeah. I mean, Nick, you make such a great point because I think a lot of SDRs get stuck on questions. They think they need to ask and ask and ask and ask. But at the end of the day, your goal as an SDR is not to sell the value of your company. Leave that up to your AEs, leave that up to your senior sellers. “Your goal is to sell the value of why they should take a meeting with one of your AEs.” So don't forget that. Just focus on the meeting. Don't worry about trying to close a $300,000 deal as an SDR. That is not your job. And you will get there and you will love when you do it. But don't forget the simplicity of it. You're just trying to sell the value of a meeting.

   In SDR and BDR roles

4. 27:31

   the first time in their career. So give yourself grace, practice on it, call with your team, get confident, have fun with it. I'm curious, when you have these newer salespeople that you're training up, what's your take on having them use a script? “I always recommend a script within the first few weeks and months until you start to develop” your own type of character on a cold call. However, I used to find as an SDR, whenever I stopped booking meetings and I would get really frustrated, I'm like, what's going on? What am I doing wrong? I always had the script to go back to and I would forget about

   In Call scripts and talk tracks

5. 31:50

   be some of the best ways to increase your connect rate with hard to reach prospects. Number three, after your opener, you go through the three parts of your pitch, but you end with an open ended question, what are the priorities for the year? And then number four, you can either go into, that's why we should meet if they give you “those three priorities, or you can roll with the objection if they give you an objection.” So if they say, hey, we already have a recruiter, you should explain how you work alongside and supplement your recruiter. So roll with it. Alrighty, Nick, how can people help us out here? So if you liked learning how to cold call from Sarah, we are actually going to be doing a 30 minutes to President's Club tactic teardown where Sarah and some wonderful other guests

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