30 Minutes to President's Club | No-Nonsense Sales Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
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Aug 20, 2024 Jason Bay, an expert in objection handling and sales strategies, joins Nick and Armand to delve into the art of managing objections during cold calls. They discuss transforming objections into opportunities for deeper engagement, emphasizing a genuine dialogue using the 'Mr. Miyagi' framework. The conversation includes techniques for handling budget objections and the importance of personalization in follow-ups. Jason also shares strategies for effectively dealing with gatekeepers, enhancing the chances of successful sales interactions.
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Objections Are Reactions Not Rejections
- Most objections on cold calls are reactions to being interrupted, not rejections of the product.
- Recognizing this mindset helps reps stay calm and prepared to handle initial resistance thoughtfully.
Agree Then Probe Objections
- Always agree with the prospect's objection first to disarm and humanize the interaction.
- Then gently probe for more details to shift from objection to genuine dialogue.
Disarm Dismissive Objections
- Handle dismissive objections by agreeing strongly and uncovering the true objection beneath.
- Use humor and blunt honesty to break tension and differentiate from typical cold calls.