Podcast episode
Using pushes to handle objections (Will Padilla, Sr. Account Executive @ GRIN)
30 Minutes to President's Club4 Jan 202324 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing. PATH TO PRESIDENT’S CLUB Sr. Account Executive @ GRIN Business Development Representative @ Connect Search, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Very nice. Round us out, Will. What's number three? “Number three would be to tag team with your account executive.” I'll help her out as this third voice. They might be used to hearing her voice or his voice, but they're not used to hearing mine. I'll say, great, Laura. I'm going to go ahead and call them on this meeting. I'll call, and the call goes something like this.
Very nice. Round us out, Will. What's number three? Number three would be to tag team with your account executive. In the SaaS model, it's broken up as an SDR and an AE model. Basically, I utilize my BDR's one hour sessions, where I have her bring her top five prospects per week that she has not yet been able to get in touch with. “I'll say, great, Laura. I'm going to go ahead and call them on this meeting.” Hi, this is Will from so-and-so. I work very closely with Laura. We've been trying to get in touch with you about X, Y, and Z. We've actually sent you an email about how we're helping similar brand in your space accomplish X, save time on Y, and eliminate X, Y, and Z.
I'll help her out as this third voice. They might be used to hearing her voice or his voice, but they're not used to hearing mine. I'll say, great, Laura. I'm going to go ahead and call them on this meeting. I'll call, and the call goes something like this. “Hi, this is Will from so-and-so. I work very closely with Laura. We've been trying to get in touch with you about X, Y, and Z. We've actually sent you an email about how we're helping similar brand in your space accomplish X, save time on Y, and eliminate X, Y, and Z.”
In Calling
And got it. Hey, and over you a case study or something like that. Totally get it. Hey, typically, I'm not labeling you as such. I might be misreading this. But typically, when someone tells me that, they're just trying to brush me off the phone. If you feel that's you, that's totally okay. But here's exactly why I was calling. “Would there be someone better to speak to about this?” And then I try and figure that out. I like that. You're doing the disarmingly blunt approach where you're calling out what's actually happening. If you sense it, say it. But then you're reorienting back around your value proposition or problem proposition of the reason that you called them specifically. How about if they're like, I don't take cold calls?