30 Minutes to President's Club | No-Nonsense Sales We Already Have A Vendor for that Objection
Sep 18, 2025
Discover strategies to address competitor objections and secure more cold-call meetings. Learn to identify and highlight gaps in your competitor’s offerings to create urgency. Utilize social proof to strengthen your position without sounding aggressive. Reframe your approach by encouraging prospects to explore new options in a low-pressure way. Balance empathy and confidence to plant the seed for future conversions. Dive into practical examples from compensation software to gym memberships, reinforcing the effectiveness of the discussed techniques.
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Three-Step Mr. Miyagi Framework
- Agree with the competitor objection first to disarm the prospect and remove pressure.
- Then incentivize conversation and sell a low-pressure test drive, not an immediate switch.
PAVE Story: Disarming Compex Users
- Armand recounts selling compensation software into customers using Compex and disarming them by agreeing with their choice.
- That agreement surprised prospects and removed immediate sales pressure on the call.
Agree To Disarm Defensiveness
- Start by explicitly agreeing with the prospect's choice to remove defensiveness.
- Use that agreement to lower sales pressure and open space for dialogue.