Hall of Fame: Adam Ochart

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1. 4:36

   It's pause, mirror, and then ask a loaded question. Talk to me about a loaded question. What does that mean? So the whole point of a loaded question is to number one, understand, well, there's two parts, understand really what's going on with that objection, right? Where did that come from? And the secondary part of that is to understand maybe a different angle that you can take. “I think that at a fundamental level, typically objections stem from the fact that that person” doesn't believe that you add value to what they're focused in. So the idea is how do we find a different path to value? So mirroring back essentially is your way of saying, I'm listening to you and I heard what you said. So if you tell me budgets are tied up, got it Nick, it sounds like budgets are tied up. Psychologically now we've diffused that, right? They know that they're heard, they know that you're listening.

   In Value proposition

2. 4:52

   And the secondary part of that is to understand maybe a different angle that you can take. I think that at a fundamental level, typically objections stem from the fact that that person doesn't believe that you add value to what they're focused in. So the idea is how do we find a different path to value? So mirroring back essentially is your way of saying, I'm listening to you and I heard what you said. “So if you tell me budgets are tied up, got it Nick, it sounds like budgets are tied up.” Psychologically now we've diffused that, right? They know that they're heard, they know that you're listening. Something that you might want to come back with from a loaded question perspective is, do you mind telling me a little bit about some of the areas where you've allocated your budget in the past few quarters? Now, from Gong's perspective, we're going to get some insight and from our perspective into what they're focused on. We've added body count. In addition to that, we bought

   In Price and budget objections

3. 5:03

   So the idea is how do we find a different path to value? So mirroring back essentially is your way of saying, I'm listening to you and I heard what you said. So if you tell me budgets are tied up, got it Nick, it sounds like budgets are tied up. Psychologically now we've diffused that, right? They know that they're heard, they know that you're listening. Something that you might want to come back with from a loaded question perspective is, “do you mind telling me a little bit about some of the areas where you've allocated your budget in” the past few quarters? Now, from Gong's perspective, we're going to get some insight and from our perspective into what they're focused on. We've added body count. In addition to that, we bought a couple of tools to help with pipeline generation. Oh, tell me more about that. Right now, we have a string we can pull on and ideally circle back around and come in and hit

   In Price and budget objections

4. 7:09

   few words in an upward inflicting tone. We don't have budget. So you don't have budget. On a cold call, if someone did that to me, Armand, in your point, I would tell them to shut up. Like, yeah, I don't have budget. I just told you I don't have budget. The idea here, it's a closed ended statement. And the sole purpose is to tell them that they're heard, right? So I'll use a different example. We're not evaluating tools right now. Got it. Okay. So you're definitely, “you're not evaluating tools right now. And then we move on. And then you go into some sort of” open ended question. So again, it's literally just mirroring what they're saying and taking that a step further. If you can mirror their tonality and the way that they deliver that, that takes it a layer further. And it allows you to start to get into their head a little bit and then start being able to pull back more. One thing that I find that Gong does some really good content on is talk to listener ratios and the types of questions you're

   In Objection response frameworks

5. 12:33

   is there anything in particular we have to go over today before I propose the agenda? It's just a little flip. But what it does is now your agenda is not clouding or biasing the things that they say. Because if you propose the agenda yourself, someone who's like kind of 50-50 invested is going to be like, Yeah, that's fine. Let's just do that. “But if you ask them first, now they've got to actually think. And that's a challenge we deal” with the customers sometimes. It's getting them to truly, truly engage when they're meeting with 18 different vendors in a week. Actually make them think, What do I want to learn from this guy today? So you're doing this in the demo. Also, are there other times that you're ceding or turning over control to the customer where it's like, Look, you take the reins and you tell me

   In Pre-meeting value setting

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