Outbound Squad
BONUS: Diffusing objections with Josh Braun
Aug 13, 2020
Josh Braun, VP of Sales with a wealth of experience, shares his innovative take on overcoming sales objections. He emphasizes the power of empathy and authentic communication over rigid scripts. Topics include the art of tonality, the effectiveness of mirroring and labeling, and navigating objections during cold calls. Braun encourages adopting a peer mentality to foster genuine connections and tackle objections head-on. His approach blends the psychology of sales with practical techniques, making it both engaging and insightful.
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Quick takeaways
- Sales objections often reflect superficial concerns that require deeper understanding rather than immediate rebuttals to foster genuine engagement.
- An empathetic approach through active listening and open-ended questions creates a low-pressure environment that encourages honest dialogue with prospects.
Deep dives
Understanding Common Objections
Sales objections often boil down to a few recurring themes, regardless of the industry or context. Common responses like 'not interested' and 'I don't have time' are frequently superficial and indicate a lack of genuine engagement rather than specific issues. Many sales strategies focus on 'handling' these objections with rebuttals or leading questions, which can inadvertently put prospects on the defensive. It's essential for salespeople to recognize these objections as mere signals that require deeper understanding rather than immediate challenges to overcome.
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