Podcast episode
How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)
30 Minutes to President's Club20 Feb 202433 min
Description
Register for the Tactic Teardown on how to beat any objection in a cold call. FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects. After your opener, go through the parts of your pitch, but end with an open-ended question. You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.” PATH TO PRESIDENT’S CLUB Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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changes the way that your team sells. And the biggest one that you don't want to miss is our live sales kickoff masterclass. Go to 30MPC.com backslash SKO to save your seat. I'll see you there. All right, Sarah, welcome to the show. We start every single episode with your top three actionable takeaways. So let's get your three. Yeah, absolutely. “So first, we have use a cheeky cold call opener.” 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?
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.
to hire. What are your goals and priorities for 2024? Where do you guys see yourself at the end of the year? And it really leads the conversation into a really open conversation. Boom. Beautiful. Brown us out, Sarah. What's number three? And last but not least is if you get stuck, don't forget to fall back on a really easy “question, which is as simple as what do you mean?” I think a lot of times we're calling into sales leaders or your ideal customer profile and all of a sudden all these crazy terms are coming at us and we're not that technical. We're salespeople at the end of the day. Don't be afraid to ask, what does that mean? Also, it's an open-ended question and it's just a really easy way to gain more information
But I imagine there are sometimes prospects who are like, they don't even give you anything to work with there. You say, hey, what did I catch you in the middle of? And they're like, I'm not interested. How do you recover when someone won't give you any line right off of your opener? “Out of curiosity, why aren't you interested? I haven't said anything yet.” Nice. Try to get the referral or try to get an introduction to someone else.
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.
you an objection. What do you do when they're like, no, I'm just going to bypass your question? Yeah, this is what I say. So when people say, actually, we have an internal recruitment team or, hey, we have it covered. I say, totally appreciate that you may have an internal team and you have it covered. However, we actually work alongside an internal team so that you could benchmark the best talent possible. “You know, we're not trying to change anything that you're currently doing.” It's more so that you have more insight to the candidates that are out there in the market. And so for you, if you get 10 people on the phone, how many people take you down that route of just like interrupting with the objection versus actually like are willing to share their priorities with you?
They actually do have 30 seconds to check because they're not at their desk yet. You're catching them on their way in, they're driving, they don't mind taking a call on the speaker on their car. You get so many connect rates. A few people on my team, they'll actually, out of those nine calls, they'll get three or four connects and they actually pitch at least twice. “So you got to start doing that if you haven't because it is such a prime time to call.” And my first ever sales job, I created a rule for myself that I called the 10-dial-no-p rule. It was the idea that I would show up at the office really, really early and I would have drank a huge Starbucks on the way into the office and I'd show up at the office and I'd have to go pee.
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