Join the Outbound Squad for a live training session on handling objections in sales. Explore strategies for addressing different types of objections, mastering objection handling, engaging with prospects, and navigating budget objections effectively.
Acknowledge interruptions and pivot the conversation positively with self-deprecation.
Swiftly transition past time constraints by emphasizing brevity and keeping the conversation engaging.
Propose to continue the conversation immediately rather than agreeing to reschedule for better results.
Deep dives
Addressing the Challenge of Cold Calling Objections
When faced with objections during cold calls, it's essential to acknowledge the interruption and pivot the conversation. By owning the interruption and injecting a dose of self-deprecation, you can disarm the prospect and shift the tone positively. Engaging the prospect with specific questions tailored to their needs can spark a genuine dialogue and increase the likelihood of overcoming objections.
Navigating the 'About to Hop into a Meeting' Objection
In response to objections like 'about to hop into a meeting,' a strategic approach involves acknowledging the prospect's time constraints and swiftly transitioning into the main reason for the call. Emphasizing the brevity of the interaction and keeping the conversation engaging can break through initial resistance. By affirming the situation while maintaining an inquisitive and open dialogue, the prospect is encouraged to stay engaged and potentially set up a future meeting.
Optimal Handling of Rescheduling Requests
When prospects suggest calling back later, a proactive stance proves more effective than agreeing to reschedule. Given the low callback success rates, proposing to continue the conversation in the moment is more likely to yield results. By leveraging the current engagement to address objections and seek alignment with the prospect's needs, immediate progress towards the goal of booking a meeting can be achieved.
Approaching Resistant Prospects
When encountering resistance from prospects, offering them an out can be effective. By proposing to delete their information and cease future contact if the conversation is not relevant, it provides a sense of control to the prospect. Sales is viewed as a game of odds, highlighting that traditional email outreach has a lower success rate compared to more engaging approaches like direct conversations. Direct and personalized interactions seem to yield better outcomes.
Overcoming Budget Objections
Handling objections related to budget constraints involves understanding the prospect's perspective. Most prospects do not allocate a defined yearly budget for new software tools but might have room to consider if the value proposition aligns with cost savings. Emphasizing the potential return on investment and showcasing how the solution can lead to efficiency gains or cost reductions can shift the conversation from budget limitations to long-term benefits.
This episode is the audio from our recent webinar on objection handling. We were joined by Will Aitken, Founder of willaitken.com, Jack Wauson, SDR Manager at Mixmax, and Abdulla Casino, Manager of Sales Development at ZoomInfo.
