Don’t forget to take care of you this year.
MONDAY UNFILTERED
Spent the last week in Florida on vacation ☀️
Have to fill your own cup before you can fill others.
📚 – All time favorite sales technique [1 min]
CONTENT OF THE WEEK
📝 – Note to send, before and after demos [1 min]
💸 – 6 Sales Habits to live by [1 min]
How to Handle Any Objection – 2 Step Framework
The key to handling the objection, ironically, is not actually trying to handle it.
Put yourself in the prospect’s shoes.
They just answered a call from a # they did not recognize.
While they are confused who is calling, you deliver a crisp pitch.
They realize it’s a sales call and just want to get you off the line.
They say the 1st objection that comes to their head.
Often it’s not very real.
If you handle a not real objection, it won’t get you anywhere other than hearing a 2nd, not real objection.
2 Step Framework:
- Ask a follow up question
- Empathy, reframe, and ask for meeting again
Before you go to ‘handle’ the objection, aim to fully ‘understand’ the objection.
Depending on their answer, feel free to ask another 1-2 questions until you have greater clarity and context.
It’s amazing how much better you’ll get at handling objections.
When you (ironically) stop trying to handle them.
P.S. Every scenario is in Systematizing Outbound.
