Outbound Squad BONUS: Diffusing objections with Josh Braun
37 snips
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.
AI Snips
Chapters
Books
Transcript
Episode notes
Empathetic Objection Handling
- Empathize with prospects and understand their objections instead of rebutting.
- Make it easy for them to say no, give them autonomy, and offer low-commitment options.
The Backfire Effect
- Trying to overcome objections often backfires and strengthens resistance.
- Treat objections as opportunities for understanding, not arguments to win.
Mirroring and Labeling
- Practice mirroring, repeating prospects' last few words with a slight uptone to show you are listening.
- Use labeling (e.g., "It sounds like...") to address underlying emotions, which builds rapport.
