Every 10th episode, we tear down one topic. This time, we’re talking about objections.

ACTIONABLE TAKEAWAYS

Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection.
The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive.
For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the sale entirely.
Existing solution objections like “we already use X (your competitor)” are essentially “not interested” objections in disguise. Tackle them as such.

RESOURCES DISCUSSED

Bloomberg Daybreak: August 10, 2022 - Hour 2 (Radio)