How to Handle Objections
A simple framework you can copy
Read Time = 3 minutes
Background:
Early in my career I was fortunate to be trained by people like:
Gary Vee
John Barrows
Josh Braun
Jeb Blount
Kevin Dorsey
Many concepts they taught came from (or led to) sales methodologies like: Winning by Design, Spin Selling, MEDPICC, Sandler etc.
My favorite lesson for outbound was about how to handle objections.
The best way to overcome objections is to get ahead of them
The Framework:
Use a statement like “I’d imagine”
Then give the most plausible reason why the person might have that objection. This requires subject matter expertise and empathy.
Say “Can I make a suggestion”
Then offer your recommendation. You want to help guide the buyer throughout the process. Not the guru that acts like you have all the answers.
Politely push forward
A soft and respectful ask to schedule time. Relate it back to the original objection to maximize impact.
Examples:
Objection 1 = "I'm not interested"
Talk track:
"I'd imagine you already have a process. Can I make a suggestion... what if we give you a preview of how we can help with XYZ and you tell us if it's even worth following up in the future?"
Objection 2 = "we don't have budget"
Talk track:
"I'd imagine you're like many of the VPs I talk to and won't be bringing on new tools 'til 2025 (chuckle). Can I make a suggestion... what if I give you a quick preview so you know if this should be on your radar for next year?”
Objection 3 = "is this a cold call?"
Talk track:
"I'd imagine you weren't expecting my call. Can I make a suggestion... what if I take 30 seconds to explain why I'm calling and you can tell me if it's even worth continuing to follow-up?"
Methodology:
Typically when handling objections it feels like you’re stuck on defense...
The buyer is asking questions and you have to respond.
What I like about this framework is it puts you on offense.
The person getting answers to their questions controls the conversation.
Until next Thursday,
TSG
P.S. I reply to all emails.