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 Framework:

1. 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.

2. 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.

3. 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.