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Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
ratings:
Length:
33 minutes
Released:
Mar 12, 2024
Format:
Podcast episode
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
The Book on Cold Calling
18 Cold Call Objections & How to Handle Them
Join our weekly newsletter
Things you can steal
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
The Book on Cold Calling
18 Cold Call Objections & How to Handle Them
Join our weekly newsletter
Things you can steal
Released:
Mar 12, 2024
Format:
Podcast episode
Titles in the series (100)
6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting): Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:Open every conversation with “Hey it’s Ryan Reisert”, then stop.When they answer, ask if you can get 27 seconds to tell them why you’re calling?Work in buckets for everything - finding accounts, researching contacts, making dials.Document the path. Every time you hit a phone tree, write the dial path down.Ryan Reisert’s Path to President’s Club:Sales Director, ConnectAndSellAuthor, Outbound Sales, No FluffFounder, The Sales Developers======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales