30 Minutes to President's Club | No-Nonsense Sales How Top Sales Reps Handle Objections Before They Even Happen | Bryan Charlton | Ep. 317
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Jun 17, 2025 Bryan Charlton, a seasoned sales leader with over 12 years of experience at Salesforce and FICO, now shines as a top sales leader at Otter.ai. He shares how top sales reps proactively spot and address deal risks early. Listeners will discover the value of setting realistic expectations right after a contract is signed. Charlton emphasizes digging deeper into client needs to uncover the real challenges behind their searches. Engaging multiple stakeholders is crucial, as their buy-in can turn indifference into enthusiasm for the deal.
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Plan Outcomes Before Calls
- Prepare for best, alternative, and worst case outcomes before calls to handle surprises effectively.
- Writing down these scenarios helps you stay ready and adapt your approach as the conversation evolves.
Control the Call Start
- Start calls by recapping the client's goals and how your solution meets them.
- This sets a positive tone and anchors the discussion on value and alignment.
Handle Objections with Questions
- Don’t flinch at objections; ask questions to understand the root cause instead of immediately rebutting.
- This lowers defenses and fosters honest, productive conversations.